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Description: You can enjoy true success in your business negotiations if you:
¢ Learn the real needs of the negotiator facing you across the table ¢ Express your needs in return ¢ Convert your ˜opponent` into your ˜partner` as you work together on a mutually beneficial solution.
It`s called Win: Win.
The best opportunities, the most profitable deals, the richest relationships come about this way. Why doesn`t it always happen? This book isolates the 16 most common reasons for failure: you will certainly recognise your own shortcomings somewhere on the list.
Then it provides remedies for each disorder, using real-life examples and practical checklists. With this book as your guide, you will:
¢ Master the hidden rituals and then select the appropriate language ¢ Gain and retain control without being aggressive ¢ Set ambitious goals and reach them through creative bargaining ¢ Grow in confidence as success leads on to success ¢ Improve your performance ¢ Update your skills ¢ Learn new techniques ¢ Boost your career prospects
Contents: Introduction ¢ Yourself: I`m not comfortable as a negotiator, it isn`t me ¢ Emotion: I`m uncomfortable with conflict ¢ People: I don`t`s know how to handle this opponent ¢ Relationships: It`s difficult working with people I don`t know ¢ Ritual: I don`t know the rules of the game ¢ Culture: I`m on alien and that hampers me ¢ Truth: I sometimes feel they`re lying to me ¢ Creative bargaining: I always end up in a price haggle ¢ Planning: I`m afraid of getting things wrong ¢ Targets: I worry about not getting the best deal possible ¢ Raising the game: The competition is cheaper / quicker / better than us ¢ Timetabling: I`m always too busy and the deal gets made in a rush ¢ Handling the process: I hate working under pressure ¢ Movement: There`s always a gap between ˜us` and ˜them` ¢ Talking and listening: I`m not a very good communicator ¢ Language: I can`t always find the right words ¢ Index
About the Authors: John Mattock is the author of Russia: The Essential Guide for the Business Traveller, The New International Manager (with Vincent Guy) and Powerful Presentations (with JAns Ehrenborg).
JAns Ehrenborg is an international consultant based in Sweden, dealing with human communication and its effect on business. Both authors have many years` experience coaching managers from a wide range of backgrounds, industries and cultures, who are seeking to improve their performance and results.
The Industrial Society is a not-for profit organization. Its overarching vision is to unlock the potential of people and organisations by promoting ethical standards, excellence and learning at work.
Target Audience: Managers, corporates, sales & marketing professionals.
Special prices are applicable to the authorised sales territory only.
Prices are subject to change without prior notice.
ISBN 9788175544239
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Pages : 160
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