The five golden rules of negotiation [electronic resource] / Philippe Korda.
By: Korda, Philippe.
Material type:
BookSeries: Human resource management and organizational behavior collection: Publisher: [New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2011Edition: 1st ed.Description: 1 electronic text (xi, 206 p.) : digital file.ISBN: 9781606493076 (electronic bk.).Subject(s): Negotiation | negotiation | margin | purchasing | buyers | sellers | sales | price | market | concessions | target price | customer | supplier | offer | balance of power | influence | deadline | risk | bid | demand | request | opponent | defend | negotiation skills | bluff | negotiation strategy | negotiation tricks | negotiation tactics | tender | request for proposalGenre/Form: Electronic books.DDC classification: 302.3 Online resources: Click to View Also available in print.| Item type | Current location | Collection | Call number | URL | Copy number | Status | Date due | Item holds |
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E-book
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IUKL Library | Subscripti | https://ebookcentral.proquest.com/lib/kliuc-ebooks/detail.action?docID=876625 | 1 | Available |
Includes bibliographical references (p. [197]) and index.
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.
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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.
Also available in print.
Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
Title from PDF t.p. (viewed on August 24, 2011).
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