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220922 ||| eng |
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|a 081443603X
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|a 9780814436035
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|a HD58.6
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|a Davidds, Yasmin
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|a Your own terms
|b a woman's guide to taking charge of any negotiation
|c Yasmin Davidds, PsyD with Ann Bidou
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|a New York
|b AMACOM, American Management Association
|c 2015
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|a 1 online resource
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|a Take the Right Steps at the Right TimeThe Backwards Mapping Technique; Break Down Barriers; Discover Your Negotiation Skills: Backwards Mapping; Part 2: Build Leverage with Your Negotiation Toolbox; Chapter 7: Offensive Maneuvers and How to Counter Them; Defend Yourself Against Hardball Tactics; Defensive Tactics for All Occasions; Negotiation Is About Perception, Not Reality; The Role of Experts in a Negotiation; Discover Your Negotiation Skills: Name the Tactic; Chapter 8: Power Moves for Handling Difficult People; Dealing with the Intentionally Difficult Person
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|a Three Ways to Counter BacklashDiscover Your Personal Values: Identify Your Two Most Important Principles; Chapter 3: How Not to Sabotage Your Negotiating Power; Six Ways to Combat Inward Sabotage; The Seven-Second Rule for Combating Outward Sabotage; What You Say Can Hurt You; Discover Your Personal Values: Give Your Beliefs a Stress Test; Chapter 4: The Four Stages of Negotiation; Stage 1: Planning and Preparation; Stage 2: Opening the Negotiation; Setting the Tone; Stage 3: Idea and Information Exchange; Moving to Agreement
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|a Stage 4: Closing Strategies That Ensure Commitment and PerformanceDiscover Your Personal Values: Clarify Your Definitions; Chapter 5: Determine Which Negotiation Style Is Right for You; Five Comfort Zone Styles; Style 1: The Avoider; Style 2: The Accommodator; Style 3: The Compromiser; Style 4: The Competitor; Style 5: The Collaborator; Discover Your Negotiation Skills: Style Assessment; Chapter 6: Manage Negotiations with the ""Backwards Mapping"" Technique; Determine Who the Stakeholders Are; Identify the Essential Issues; Choose the Right Time; Find the Right Approach
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|a Includes bibliographical references (pages 247-254) and index
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|a Cover; Title; Contents; Acknowledgments; Part 1: Own Your Game; Chapter 1: Empower Yourself; Transform How You Think and Feel; Thirty-One Ways to Negotiate a Win-Win Solution; The Keys to Collaborative Negotiation; Discover Your Personal Values: Core Negotiation Principles; Chapter 2: Your Style: Changes You Need to Make When Negotiating with Men or Women; Navigating the Collision Course: Likability vs. Competence; Leverage Gender Styles to Work Together Effectively; The Impact of the ""Entitlement Effect"" on Male/Female Negotiating Styles; Manage Your Impression to Avoid Backlash
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|a Dealing with the Accidentally Difficult PersonDealing with the Unfulfilled Difficult Person; A Planning Worksheet for Negotiating with Difficult People; Discover Your Personal Values: Sticking to Your Principles in Challenging Situations; Chapter 9: Communication Strategies That Create a Level Playing Field; The Role of Gender Attitudes Toward Winning; How to Gain Control of a Negotiation; What to Do When Problems Arise; Test Assumptions, Broad Statements, and Mutual Understanding; How to Make Acceptable Counterproposals; Avoid Diluting Your Arguments; How to Defend Against Gender Bias
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|a BUSINESS & ECONOMICS / Management Science / bisacsh
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|a Négociations
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|a BUSINESS & ECONOMICS / Management / bisacsh
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|a BUSINESS & ECONOMICS / Organizational Behavior / bisacsh
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|a Businesswomen / http://id.loc.gov/authorities/subjects/sh85147558
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|a Negotiation in business / http://id.loc.gov/authorities/subjects/sh85090651
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|a Negotiation in business / fast
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|a negotiation / aat
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|a Negotiation / fast
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|a Businesswomen / fast
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|a Négociations (Affaires)
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|a negotiating / aat
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|a Negotiation / http://id.loc.gov/authorities/subjects/sh85090650
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|a BUSINESS & ECONOMICS / Industrial Management / bisacsh
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|a Bidou, Ann
|e author
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|b OREILLY
|a O'Reilly
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|z 9780814436035
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|z 0814436021
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|z 9780814436028
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|u https://learning.oreilly.com/library/view/~/9780814436035/?ar
|x Verlag
|3 Volltext
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|a When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we're viewed as weak. But if we play hardball, we can be seen as overly aggressive-and the strategy backfires. No wonder most women hate negotiating. In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established tactics. Guidelines, stories, and exercises illuminate the psychology of negotiation and reveal how women can: Control how they are per
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