Go to main content

The five golden rules of negotiation/ Philippe Korda.

Korda, Philippe.
2011
BF637.N4 K674 2011
Available Online
Formats
Format
BibTeX
MARCXML
TextMARC
MARC
DublinCore
EndNote
NLM
RefWorks
RIS
Add to Basket
Cite

Linked e-resources

Linked Resource
Online Access

Details

Title
The five golden rules of negotiation/ Philippe Korda.
Author
Korda, Philippe.
Edition
1st ed.
ISBN
9781606493069 (pbk.)
9781606493076 (electronic bk.)
DOI
https://doi.org/10.4128/9781606493076
Publication Details
[New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2011.
Language
English
Description
1 electronic text (xi, 206 p.) : digital file.
Item Number
10.4128/9781606493076 doi
Call Number
BF637.N4 K674 2011
Dewey Decimal Classification
302.3
Distributor No.
2 BEP
Summary
Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully.
Bibliography, etc. Note
Includes bibliographical references (p. [197]) and index.
Access Note
Access limited to authorized users.
Available Note
Also available in print.
System Details Note
Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
Source of Description
Title from PDF t.p. (viewed on August 24, 2011).
Series
Human resource management and organizational behavior collection, 1946-5645.
Available in Other Form
Print version: 9781606493069
Linked Resources
Online Access
Record Appears in
Online Resources > Ebooks
All Resources
Foreword
Prologue
Part I. Become an expert: master the five golden rules of negotiation
1. The crucial prerequisite
2. How to set your initial offer
3. How to respond to the other party's initial attacks
4. Never make a concession without getting something in return
5. How to avoid giving away more than necessary
6. How to guide negotiations to a successful conclusion
Part II. Become a guru: anticipate your opponent's moves
7. How to distinguish apparent demands from real demands
8. How to shift the balance of power between buyer and seller
9. How to avoid the traps of professional negotiators
10. How to analyze and exploit decision-making processes
Part III. Become a legend: develop exceptional negotiating skills
11. Get "the enemy" on your side
12. How to handle bluffs and detect lies
13. Dealing with difficult discussions, tactfully
14. "Take it or leave it": how to break the deadlock
Epilogue
Appendix: Carl Ritchie applies Margaret Peake's advice
Notes
Index.

Browse Subjects

Show more subjects...

Statistics

from
to
Export