The leader's guide to negotiation how to use soft skills to get hard results
PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that's asking for a raise, pitching an idea or deciding who gets the coffee. The Leader's Guide to Negotiation is a highly practical guide to getting the mos...
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| Format: | eBook |
| Language: | English |
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Harlow, England
New York
2016
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| Edition: | First edition |
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| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- 16 Communication
- 17 Deadlock
- 18 Concessions
- 19 Dealing with dirty tricks
- part 5 Trust
- 20 Seek to trust
- 21 How to tell if you can trust them
- 22 Increase their trustworthi-ness
- 23 What to do if you really cannot trust them at all
- Afterword
- Further reading
- Index
- Includes bibliographical references and index
- Cover
- Half Title Page
- Title Page
- Copyright Page
- Contents
- About the author
- Foreword
- part 1 Introduction
- 1 Negotiation fundamentals
- 2 The strong win-win principles
- part 2 Prepare!
- 3 Your win
- 4 Their win
- 5 Multi-party negotiations
- 6 Preparing yourself
- 7 Develop your Plan B
- part 3 Negotiation psychology
- 8 Rapport
- 9 Credibility
- 10 Rapport vs credibility
- 11 Increasing your power
- 12 Turn them into a win-win fanatic
- 13 Channel their self-interest
- 14 Dealing with difficult people
- part 4 Solving the problem
- 15 Problem-solving