Elements of Negotiation
portes grátis
Elements of Negotiation
103 Tactics for Everyone to Win in Each Deal
Jensen, Keld
John Wiley & Sons Inc
08/2024
336
Dura
9781394248285
15 a 20 dias
Descrição não disponível.
Introduction xvii
Chapter 1 Nonverbal 1
Chapter 1: Introduction 1
Element 1: Body Language 3
Element 2: Eye Contact 7
Element 3: Gesticulations 8
Element 4: The Role of Voice 10
Element 5: Humor 12
Element 6: Use of Feet 16
Element 7: Image 17
Chapter 2 Knowledge 21
Chapter 2: Introduction 21
Element 8: The Crucial Role of Mathematics 25
Element 9: Negotiating in a Foreign Language 26
Element 10: The Journey of Learning 33
Element 11: Education 35
Element 12: Negotiation Training 37
Element 13: Asymmetric Value 39
Element 14: Subject Matter 43
Element 15: Leveraging AI to Enhance Your Negotiation Skills 44
Chapter 3 Tools 47
Chapter 3: Introduction 47
Element 16: Negotiation Strategy 49
Element 17: Rules of the Game 52
Element 18: Questions 54
Element 19: Openness 60
Element 20: The Hidden Value: NegoEconomics 62
Element 21: Tru$tCurrency 65
Element 22: Strategy Access Matrix (SAM) Model 67
Element 23: Threats 69
Element 24: Activating Several Senses 70
Element 25: Using an Agenda 75
Element 26: Planned Target 77
Element 27: Walking Away 78
Element 28: Team Dynamics 79
Element 29: Division of Roles on the Team 81
Element 30: The Trial Balloon and Highball/Lowball Techniques 83
Element 31: Starting Point, Threshold of Pain, and Target 85
Element 32: Variables 86
Element 33: The Art of Managing Non-Negotiables 89
Element 34: Cross-Cultural Negotiations 91
Element 35: Emotions, Stress, and Personal Chemistry 93
Element 36: Prioritizing Variables: The Key to NegoEconomics 105
Element 37: Listening Skills 107
Element 38: Understanding and Navigating Salami Negotiations 110
Element 39: Mastering Package Negotiation: A Holistic Approach 113
Element 40: Total Cost of Ownership 115
Element 41: Confirming a Mandate 117
Element 42: The Double- Edged Sword of Ultimatums 118
Element 43: Time Out: Embracing Preparation and Patience 120
Element 44: Checklists 122
Element 45: Closing the Deal: Strategies for Effective Negotiation Conclusions 128
Element 46: Working with Summaries 131
Element 47: Anchoring in Negotiation 135
Element 48: Postmortems: Navigating the Aftermath 137
Element 49: Creating a Negotiation Planner 139
Element 50: The Next Best Alternative in Negotiations 142
Element 51: Testing Limits with Respect 145
Chapter 4 Tactics 147
Chapter 4: Introduction 147
Element 52: The Combative Negotiator 149
Element 53: The Concession- Oriented Negotiator 155
Element 54: Compromise in Negotiation: The Delicate Art of Balancing Interests 157
Element 55: Stalling 161
Element 56: The Collaborative Negotiator 164
Chapter 5 Emotions 167
Chapter 5: Introduction 167
Element 57: Argumentations 169
Element 58: Building Rapport with Your Counterpart 172
Element 59: Small Talk 175
Element 60: Positive and Negative Emotions 176
Element 61: Maintaining Emotional Control 179
Element 62: Cheating, Bluffing, and Little White Lies 181
Element 63: Perseverance 183
Element 64: Pacing, Rapport, and Lead 185
Element 65: Likeability in Negotiations: Insights from Research 192
Element 66: Personal Chemistry 194
Element 67: Emotional Intelligence: The Foundation for Effective Negotiation 196
Element 68: Decision- Making and Emotional Biases in Negotiations 199
Chapter 6 Things to Consider 201
Chapter 6: Introduction 201
Element 69: Implementing NegoEconomics 203
Element 70: The Role of Mediators/Facilitators 208
Element 71: The Big Picture 210
Element 72: Typical Skills to Improve 215
Element 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn's Insight 217
Element 74: Addressing Misunderstandings 219
Element 75: The Total Cost of Ownership (TCO) 221
Element 76: Listening, Summarizing, and Locking (LSL) 224
Element 77: Contingent Contracts 225
Element 78: Post- Negotiation Audit 227
Element 79: Face- to- Face or Virtual Negotiations 229
Element 80: Ability to Anticipate 234
Element 81: Soft vs. Hard Variables 235
Chapter 7 Ultimate Level 237
Chapter 7: Introduction 237
Element 82: The Essence of Negotiation Mastery 239
Element 83: Using Silence Effectively 241
Element 84: Teaching Others 244
Element 85: Expanding the Pie 246
Element 86: Subtext Awareness 248
Element 87: Human Engineering 252
Element 88: Mastering Conflict Resolution Skills 254
Chapter 8 The Foundation 257
Chapter 8: Introduction 257
Element 89: The Love of Negotiation 259
Element 90: Building Trust 260
Element 91: Unleashing Creativity 264
Element 92: Conveying Empathy 266
Element 93: Practicing 269
Element 94: The Nuances of Argumentation 271
Element 95: Adaptability 273
Element 96: Ethical Negotiations 275
Element 97: Choosing a Strategy 278
Element 98: Brainstorming 282
Element 99: Considering Gender 284
Element 100: Making Sure You Get Something in Return 286
Element 101: The Power of Habit 288
Element 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator 289
Element 103: The Choice to Negotiate: Challenging the Obvious 291
Acknowledgments 293
About the Author 295
Index 297
Chapter 1 Nonverbal 1
Chapter 1: Introduction 1
Element 1: Body Language 3
Element 2: Eye Contact 7
Element 3: Gesticulations 8
Element 4: The Role of Voice 10
Element 5: Humor 12
Element 6: Use of Feet 16
Element 7: Image 17
Chapter 2 Knowledge 21
Chapter 2: Introduction 21
Element 8: The Crucial Role of Mathematics 25
Element 9: Negotiating in a Foreign Language 26
Element 10: The Journey of Learning 33
Element 11: Education 35
Element 12: Negotiation Training 37
Element 13: Asymmetric Value 39
Element 14: Subject Matter 43
Element 15: Leveraging AI to Enhance Your Negotiation Skills 44
Chapter 3 Tools 47
Chapter 3: Introduction 47
Element 16: Negotiation Strategy 49
Element 17: Rules of the Game 52
Element 18: Questions 54
Element 19: Openness 60
Element 20: The Hidden Value: NegoEconomics 62
Element 21: Tru$tCurrency 65
Element 22: Strategy Access Matrix (SAM) Model 67
Element 23: Threats 69
Element 24: Activating Several Senses 70
Element 25: Using an Agenda 75
Element 26: Planned Target 77
Element 27: Walking Away 78
Element 28: Team Dynamics 79
Element 29: Division of Roles on the Team 81
Element 30: The Trial Balloon and Highball/Lowball Techniques 83
Element 31: Starting Point, Threshold of Pain, and Target 85
Element 32: Variables 86
Element 33: The Art of Managing Non-Negotiables 89
Element 34: Cross-Cultural Negotiations 91
Element 35: Emotions, Stress, and Personal Chemistry 93
Element 36: Prioritizing Variables: The Key to NegoEconomics 105
Element 37: Listening Skills 107
Element 38: Understanding and Navigating Salami Negotiations 110
Element 39: Mastering Package Negotiation: A Holistic Approach 113
Element 40: Total Cost of Ownership 115
Element 41: Confirming a Mandate 117
Element 42: The Double- Edged Sword of Ultimatums 118
Element 43: Time Out: Embracing Preparation and Patience 120
Element 44: Checklists 122
Element 45: Closing the Deal: Strategies for Effective Negotiation Conclusions 128
Element 46: Working with Summaries 131
Element 47: Anchoring in Negotiation 135
Element 48: Postmortems: Navigating the Aftermath 137
Element 49: Creating a Negotiation Planner 139
Element 50: The Next Best Alternative in Negotiations 142
Element 51: Testing Limits with Respect 145
Chapter 4 Tactics 147
Chapter 4: Introduction 147
Element 52: The Combative Negotiator 149
Element 53: The Concession- Oriented Negotiator 155
Element 54: Compromise in Negotiation: The Delicate Art of Balancing Interests 157
Element 55: Stalling 161
Element 56: The Collaborative Negotiator 164
Chapter 5 Emotions 167
Chapter 5: Introduction 167
Element 57: Argumentations 169
Element 58: Building Rapport with Your Counterpart 172
Element 59: Small Talk 175
Element 60: Positive and Negative Emotions 176
Element 61: Maintaining Emotional Control 179
Element 62: Cheating, Bluffing, and Little White Lies 181
Element 63: Perseverance 183
Element 64: Pacing, Rapport, and Lead 185
Element 65: Likeability in Negotiations: Insights from Research 192
Element 66: Personal Chemistry 194
Element 67: Emotional Intelligence: The Foundation for Effective Negotiation 196
Element 68: Decision- Making and Emotional Biases in Negotiations 199
Chapter 6 Things to Consider 201
Chapter 6: Introduction 201
Element 69: Implementing NegoEconomics 203
Element 70: The Role of Mediators/Facilitators 208
Element 71: The Big Picture 210
Element 72: Typical Skills to Improve 215
Element 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn's Insight 217
Element 74: Addressing Misunderstandings 219
Element 75: The Total Cost of Ownership (TCO) 221
Element 76: Listening, Summarizing, and Locking (LSL) 224
Element 77: Contingent Contracts 225
Element 78: Post- Negotiation Audit 227
Element 79: Face- to- Face or Virtual Negotiations 229
Element 80: Ability to Anticipate 234
Element 81: Soft vs. Hard Variables 235
Chapter 7 Ultimate Level 237
Chapter 7: Introduction 237
Element 82: The Essence of Negotiation Mastery 239
Element 83: Using Silence Effectively 241
Element 84: Teaching Others 244
Element 85: Expanding the Pie 246
Element 86: Subtext Awareness 248
Element 87: Human Engineering 252
Element 88: Mastering Conflict Resolution Skills 254
Chapter 8 The Foundation 257
Chapter 8: Introduction 257
Element 89: The Love of Negotiation 259
Element 90: Building Trust 260
Element 91: Unleashing Creativity 264
Element 92: Conveying Empathy 266
Element 93: Practicing 269
Element 94: The Nuances of Argumentation 271
Element 95: Adaptability 273
Element 96: Ethical Negotiations 275
Element 97: Choosing a Strategy 278
Element 98: Brainstorming 282
Element 99: Considering Gender 284
Element 100: Making Sure You Get Something in Return 286
Element 101: The Power of Habit 288
Element 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator 289
Element 103: The Choice to Negotiate: Challenging the Obvious 291
Acknowledgments 293
About the Author 295
Index 297
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
how to negotiate; business negotiation; business deals; negotiation research; get better at negotiating; negotiation case studies; negotiation training; business training; personal negotiation; negotiation preparation
Introduction xvii
Chapter 1 Nonverbal 1
Chapter 1: Introduction 1
Element 1: Body Language 3
Element 2: Eye Contact 7
Element 3: Gesticulations 8
Element 4: The Role of Voice 10
Element 5: Humor 12
Element 6: Use of Feet 16
Element 7: Image 17
Chapter 2 Knowledge 21
Chapter 2: Introduction 21
Element 8: The Crucial Role of Mathematics 25
Element 9: Negotiating in a Foreign Language 26
Element 10: The Journey of Learning 33
Element 11: Education 35
Element 12: Negotiation Training 37
Element 13: Asymmetric Value 39
Element 14: Subject Matter 43
Element 15: Leveraging AI to Enhance Your Negotiation Skills 44
Chapter 3 Tools 47
Chapter 3: Introduction 47
Element 16: Negotiation Strategy 49
Element 17: Rules of the Game 52
Element 18: Questions 54
Element 19: Openness 60
Element 20: The Hidden Value: NegoEconomics 62
Element 21: Tru$tCurrency 65
Element 22: Strategy Access Matrix (SAM) Model 67
Element 23: Threats 69
Element 24: Activating Several Senses 70
Element 25: Using an Agenda 75
Element 26: Planned Target 77
Element 27: Walking Away 78
Element 28: Team Dynamics 79
Element 29: Division of Roles on the Team 81
Element 30: The Trial Balloon and Highball/Lowball Techniques 83
Element 31: Starting Point, Threshold of Pain, and Target 85
Element 32: Variables 86
Element 33: The Art of Managing Non-Negotiables 89
Element 34: Cross-Cultural Negotiations 91
Element 35: Emotions, Stress, and Personal Chemistry 93
Element 36: Prioritizing Variables: The Key to NegoEconomics 105
Element 37: Listening Skills 107
Element 38: Understanding and Navigating Salami Negotiations 110
Element 39: Mastering Package Negotiation: A Holistic Approach 113
Element 40: Total Cost of Ownership 115
Element 41: Confirming a Mandate 117
Element 42: The Double- Edged Sword of Ultimatums 118
Element 43: Time Out: Embracing Preparation and Patience 120
Element 44: Checklists 122
Element 45: Closing the Deal: Strategies for Effective Negotiation Conclusions 128
Element 46: Working with Summaries 131
Element 47: Anchoring in Negotiation 135
Element 48: Postmortems: Navigating the Aftermath 137
Element 49: Creating a Negotiation Planner 139
Element 50: The Next Best Alternative in Negotiations 142
Element 51: Testing Limits with Respect 145
Chapter 4 Tactics 147
Chapter 4: Introduction 147
Element 52: The Combative Negotiator 149
Element 53: The Concession- Oriented Negotiator 155
Element 54: Compromise in Negotiation: The Delicate Art of Balancing Interests 157
Element 55: Stalling 161
Element 56: The Collaborative Negotiator 164
Chapter 5 Emotions 167
Chapter 5: Introduction 167
Element 57: Argumentations 169
Element 58: Building Rapport with Your Counterpart 172
Element 59: Small Talk 175
Element 60: Positive and Negative Emotions 176
Element 61: Maintaining Emotional Control 179
Element 62: Cheating, Bluffing, and Little White Lies 181
Element 63: Perseverance 183
Element 64: Pacing, Rapport, and Lead 185
Element 65: Likeability in Negotiations: Insights from Research 192
Element 66: Personal Chemistry 194
Element 67: Emotional Intelligence: The Foundation for Effective Negotiation 196
Element 68: Decision- Making and Emotional Biases in Negotiations 199
Chapter 6 Things to Consider 201
Chapter 6: Introduction 201
Element 69: Implementing NegoEconomics 203
Element 70: The Role of Mediators/Facilitators 208
Element 71: The Big Picture 210
Element 72: Typical Skills to Improve 215
Element 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn's Insight 217
Element 74: Addressing Misunderstandings 219
Element 75: The Total Cost of Ownership (TCO) 221
Element 76: Listening, Summarizing, and Locking (LSL) 224
Element 77: Contingent Contracts 225
Element 78: Post- Negotiation Audit 227
Element 79: Face- to- Face or Virtual Negotiations 229
Element 80: Ability to Anticipate 234
Element 81: Soft vs. Hard Variables 235
Chapter 7 Ultimate Level 237
Chapter 7: Introduction 237
Element 82: The Essence of Negotiation Mastery 239
Element 83: Using Silence Effectively 241
Element 84: Teaching Others 244
Element 85: Expanding the Pie 246
Element 86: Subtext Awareness 248
Element 87: Human Engineering 252
Element 88: Mastering Conflict Resolution Skills 254
Chapter 8 The Foundation 257
Chapter 8: Introduction 257
Element 89: The Love of Negotiation 259
Element 90: Building Trust 260
Element 91: Unleashing Creativity 264
Element 92: Conveying Empathy 266
Element 93: Practicing 269
Element 94: The Nuances of Argumentation 271
Element 95: Adaptability 273
Element 96: Ethical Negotiations 275
Element 97: Choosing a Strategy 278
Element 98: Brainstorming 282
Element 99: Considering Gender 284
Element 100: Making Sure You Get Something in Return 286
Element 101: The Power of Habit 288
Element 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator 289
Element 103: The Choice to Negotiate: Challenging the Obvious 291
Acknowledgments 293
About the Author 295
Index 297
Chapter 1 Nonverbal 1
Chapter 1: Introduction 1
Element 1: Body Language 3
Element 2: Eye Contact 7
Element 3: Gesticulations 8
Element 4: The Role of Voice 10
Element 5: Humor 12
Element 6: Use of Feet 16
Element 7: Image 17
Chapter 2 Knowledge 21
Chapter 2: Introduction 21
Element 8: The Crucial Role of Mathematics 25
Element 9: Negotiating in a Foreign Language 26
Element 10: The Journey of Learning 33
Element 11: Education 35
Element 12: Negotiation Training 37
Element 13: Asymmetric Value 39
Element 14: Subject Matter 43
Element 15: Leveraging AI to Enhance Your Negotiation Skills 44
Chapter 3 Tools 47
Chapter 3: Introduction 47
Element 16: Negotiation Strategy 49
Element 17: Rules of the Game 52
Element 18: Questions 54
Element 19: Openness 60
Element 20: The Hidden Value: NegoEconomics 62
Element 21: Tru$tCurrency 65
Element 22: Strategy Access Matrix (SAM) Model 67
Element 23: Threats 69
Element 24: Activating Several Senses 70
Element 25: Using an Agenda 75
Element 26: Planned Target 77
Element 27: Walking Away 78
Element 28: Team Dynamics 79
Element 29: Division of Roles on the Team 81
Element 30: The Trial Balloon and Highball/Lowball Techniques 83
Element 31: Starting Point, Threshold of Pain, and Target 85
Element 32: Variables 86
Element 33: The Art of Managing Non-Negotiables 89
Element 34: Cross-Cultural Negotiations 91
Element 35: Emotions, Stress, and Personal Chemistry 93
Element 36: Prioritizing Variables: The Key to NegoEconomics 105
Element 37: Listening Skills 107
Element 38: Understanding and Navigating Salami Negotiations 110
Element 39: Mastering Package Negotiation: A Holistic Approach 113
Element 40: Total Cost of Ownership 115
Element 41: Confirming a Mandate 117
Element 42: The Double- Edged Sword of Ultimatums 118
Element 43: Time Out: Embracing Preparation and Patience 120
Element 44: Checklists 122
Element 45: Closing the Deal: Strategies for Effective Negotiation Conclusions 128
Element 46: Working with Summaries 131
Element 47: Anchoring in Negotiation 135
Element 48: Postmortems: Navigating the Aftermath 137
Element 49: Creating a Negotiation Planner 139
Element 50: The Next Best Alternative in Negotiations 142
Element 51: Testing Limits with Respect 145
Chapter 4 Tactics 147
Chapter 4: Introduction 147
Element 52: The Combative Negotiator 149
Element 53: The Concession- Oriented Negotiator 155
Element 54: Compromise in Negotiation: The Delicate Art of Balancing Interests 157
Element 55: Stalling 161
Element 56: The Collaborative Negotiator 164
Chapter 5 Emotions 167
Chapter 5: Introduction 167
Element 57: Argumentations 169
Element 58: Building Rapport with Your Counterpart 172
Element 59: Small Talk 175
Element 60: Positive and Negative Emotions 176
Element 61: Maintaining Emotional Control 179
Element 62: Cheating, Bluffing, and Little White Lies 181
Element 63: Perseverance 183
Element 64: Pacing, Rapport, and Lead 185
Element 65: Likeability in Negotiations: Insights from Research 192
Element 66: Personal Chemistry 194
Element 67: Emotional Intelligence: The Foundation for Effective Negotiation 196
Element 68: Decision- Making and Emotional Biases in Negotiations 199
Chapter 6 Things to Consider 201
Chapter 6: Introduction 201
Element 69: Implementing NegoEconomics 203
Element 70: The Role of Mediators/Facilitators 208
Element 71: The Big Picture 210
Element 72: Typical Skills to Improve 215
Element 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn's Insight 217
Element 74: Addressing Misunderstandings 219
Element 75: The Total Cost of Ownership (TCO) 221
Element 76: Listening, Summarizing, and Locking (LSL) 224
Element 77: Contingent Contracts 225
Element 78: Post- Negotiation Audit 227
Element 79: Face- to- Face or Virtual Negotiations 229
Element 80: Ability to Anticipate 234
Element 81: Soft vs. Hard Variables 235
Chapter 7 Ultimate Level 237
Chapter 7: Introduction 237
Element 82: The Essence of Negotiation Mastery 239
Element 83: Using Silence Effectively 241
Element 84: Teaching Others 244
Element 85: Expanding the Pie 246
Element 86: Subtext Awareness 248
Element 87: Human Engineering 252
Element 88: Mastering Conflict Resolution Skills 254
Chapter 8 The Foundation 257
Chapter 8: Introduction 257
Element 89: The Love of Negotiation 259
Element 90: Building Trust 260
Element 91: Unleashing Creativity 264
Element 92: Conveying Empathy 266
Element 93: Practicing 269
Element 94: The Nuances of Argumentation 271
Element 95: Adaptability 273
Element 96: Ethical Negotiations 275
Element 97: Choosing a Strategy 278
Element 98: Brainstorming 282
Element 99: Considering Gender 284
Element 100: Making Sure You Get Something in Return 286
Element 101: The Power of Habit 288
Element 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator 289
Element 103: The Choice to Negotiate: Challenging the Obvious 291
Acknowledgments 293
About the Author 295
Index 297
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
