Negotiate Your Way to Success
Series: The McGraw-Hill Professional Education Series;
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Product details:
- Publisher McGraw-Hill Education
- Date of Publication 16 October 2007
- ISBN 9780071498326
- Binding Paperback
- No. of pages64 pages
- Size 228x154x5 mm
- Weight 103 g
- Language English 0
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CREATE CONSENSUS AROUND YOUR IDEAS - AND ADVANCE YOUR CAREER!
The business world turns on the art of the deal. And with Negotiate Your Way to Success, you'll master 24 powerful strategies designed to help you conduct negotiations of any type. This easy-to-read guide delivers step-by-step instruction on identifying and working with each negotiator's “hot button” issues, to ensure the process and the result satisfy all parties. You'll advance your own position and accomplish organizational goals in an atmosphere of productivity - not confrontation. Plus, you'll learn how to:
- Understand and appeal to each party's “hot button” issues
- Negotiate effectively in cross-cultural situations
- Understand the “games people play” during negotiation
- Deal with emotions
- Employ essential active listening techniques
- Discover when to walk away from a negotiation
CREATE CONSENSUS AROUND YOUR IDEAS - AND ADVANCE YOUR CAREER!
The business world turns on the art of the deal. And with Negotiate Your Way to Success, you'll master 24 powerful strategies designed to help you conduct negotiations of any type. This easy-to-read guide delivers step-by-step instruction on identifying and working with each negotiator's “hot button” issues, to ensure the process and the result satisfy all parties. You'll advance your own position and accomplish organizational goals in an atmosphere of productivity - not confrontation. Plus, you'll learn how to:
- Understand and appeal to each party's “hot button” issues
- Negotiate effectively in cross-cultural situations
- Understand the “games people play” during negotiation
- Deal with emotions
- Employ essential active listening techniques
- Discover when to walk away from a negotiation
Table of Contents:
Introduction: Negotiation success
01 Understand negotiation Go for what you can get
02 Focus on interests Maintain your position
03 Use the three C’s Use the fourth C: confront
04 Know whether to leave Negotiate to the end
05 Inoculate yourself Put your faith in fate
06 Get information Assume and believe
07 Prepare for the process Show up and negotiate
08 Know why to prepareTrust your instincts
09 Work with your teamGo solo
10 Map interests Keep it all in your head
11 Ask and listen Talk, talk, talk
12 React strategically Go from your gut
13 Plan for emotions Ignore all emotions
14 Keep it productive Do whatever it takes
15 Know how to start Jump into the game
16 Work with differences Ignore differences
17 Negotiate on value Think “money”
18 Show respect Show off
19 Think creatively Hammer out an agreement
20 Develop the agenda Improvise
21 Bargain “if ... then ...”Try “take it or leave it”
22 Build commitment Just get an agreement
23 Negotiate smart Negotiate tough
24 Build with seven pillars Get what you can
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