Negotiating 101
From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating
Published on 6. June 2017
256 pages
978-1-5072-0270-8 (ISBN)
Description
A quick-and-easy guide to core business and career concepts?no MBA required!
The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses.
In today's business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep.
From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today's complex business world, packed with hundreds of entertaining tidbits and concepts that can't be found anywhere else. So whether you're a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.
The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses.
In today's business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep.
From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today's complex business world, packed with hundreds of entertaining tidbits and concepts that can't be found anywhere else. So whether you're a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.
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Peter Sander
Negotiating 101
From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating
Book
06/2017
Adams Media Corporation
€16.50
No shipping information available
Person
Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series.
Content
- Intro
- Dedication
- Introduction
- Chapter 1: The Negotiating Imperative
- What Do We Mean by Negotiation?
- The Other Side of the Coin
- Negotiation and the Fast Track in Business
- Negotiation and New Technology
- You're on Your Own!
- The Difference Between Negotiating and Selling
- Chapter 2: Negotiation-The Basics
- The History of Negotiation
- The Negotiating Game
- When They Don't Want to Play
- Chapter 3: Getting Started: Preparation, Preparation, and More Preparation
- Preparing the Ground
- Know Your Musts and Wants
- Planning for and Using Concessions
- Know Your Counterparty
- Know Your Alternatives
- The Meeting Itself
- Being Prepared for Take One
- Chapter 4: Negotiating Styles and Personalities-Yours and Theirs
- Why is Style Important?
- The Intimidator
- The Flatterer
- The Seducer
- The Complainer
- The Arguer
- The BSer
- The Logical Thinker
- Negotiating Personalities
- Chapter 5: The Tactical Toolkit: Techniques, Tricks, and Ploys of the Experienced Negotiator
- Tactics-in Context
- A Short List of Other Tactics
- What to Do When You're the Underdog
- Case Study
- Chapter 6: Pure Theater: Negotiating on Stage
- Playing Dumb
- Be the Interrogator
- When They Talk Too Much
- A Shouting Match
- The Unspoken Word
- Dealing With-and Using-Body Language
- Case Study
- Chapter 7: Avoiding Common Negotiating Pitfalls
- Failing to "See" the Win-Win
- Don't Forget Negotiators are People, Too
- Allowing Stress to Take Over
- Mishandling Concessions
- Some Further Pitfalls
- Case Study
- Chapter 8: High-Pressure Negotiating Tactics
- The Unrealistic First Offer
- The "One-Time Only" Offer
- Scarcity and Delay of Game
- False Bottom Lines and False Concessions
- Competition and Deadlines
- Last-Minute Offers and Withholding Information
- Case Study
- Chapter 9: When to Close, How to Close, and When to Walk Away
- Solving Unequal Bargaining Problems
- Finalizing the Deal
- Start With the End in Mind-for the Close, Too
- Case Study
- Chapter 10: Finalizing the Agreement
- Elements of an Agreement
- The Three Main Parts of a Contract
- Expecting the Unexpected
- What Can Void a Contract?
- Chapter 11: Negotiating for the Long Term
- Remember, it's All About Trust
- Creating Lasting Relationships
- Photographs
- About the Author
- Index
- Copyright
