Leader's Guide to Negotiation, The

How to Use Soft Skills to Get Hard Results

AvSimon Horton

Häftad, Engelska, 2016

Del i serien The Leader's Guide

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Beskrivning

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 most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations.

‘An entertaining, immediately useful book that goes beyond advocating for win-win – Simon Horton shows us how to get there.’

Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take

‘Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.’

Simon Woodroffe, founder of Yo!

Produktinformation

Utgivningsdatum:2016-04-11
Mått:140 x 215 x 10 mm
Vikt:454 g
Format:Häftad
Språk:Engelska
Serie:The Leader's Guide
Antal sidor:296
Upplaga:1
Förlag:Pearson Education
ISBN:9781292112800

Utforska kategorier

Företagsekonomi inom Ekonomi och Ledarskap
Affärsstrategi inom Ekonomi och Ledarskap
Ledarskapsböcker inom Ekonomi och Ledarskap

Mer om författaren

Simon Horton has been teaching Negotiation Skills for over 10 years, having taught hostage negotiators, senior purchasing officers for some of the largest global manufacturing companies and solicitors at the most prestigious law firms in the world. He's also a Visiting Lecturer at Imperial College, University of London.

Innehållsförteckning

INTRODUCTIONCHAPTER 1: NEGOTIATION FUNDAMENTALSCHAPTER 2: THE STRONG WIN-WIN PRINCIPLESCHAPTER 3: PREPARE! 3.1 YOUR WIN 3.2 THEIR WIN 3.3 MULTI-PARTY NEGOTIATIONS 3.4 PREPARING YOURSELFCHAPTER 4: DEVELOP YOUR PLAN CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT 5.1 RAPPORT 5.2 CREDIBILITY 5.3 RAPPORT VS CREDIBILITY 5.4 INCREASING YOUR POWERCHAPTER 6: MOVE THEM TO WIN-WIN 6.1 TURN THEM INTO A SWORN-IN WIN-WIN FANATIC 6.2 CHANNEL THEIR SELF-INTEREST 6.3 DEALING WITH DIFFICULT PEOPLECHAPTER 7: SOLVE THE PROBLEM 7.1 PROBLEM-SOLVING 7.2 COMMUNICATION 7.3 DEADLOCK 7.4 CONCESSIONS 7.5 DEALING WITH DIRTY TRICKSCHAPTER 8: TRUST BUT VERIFY 8.1 SEEK TO TRUST 8.2 HOW TO TELL IF YOU CAN TRUST THEM 8.3 INCREASE THEIR TRUSTWORTHINESS 8.4 WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALLAFTERWORDFurther reading