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Negotiating with winning words : dialogue and skills to help you come out ahead in any business negotiation

Author: Michael Schatzki
Publisher: New York, NY : Business Expert Press, 2018.
Series: Human resource management and organizational behavior collection.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use  Read more...
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Genre/Form: Electronic books
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Michael Schatzki
ISBN: 9781947843103 1947843109
OCLC Number: 1021887357
Notes: Includes index.
Description: 1 online resource (1 volume)
Contents: Part I. Core concepts: what is really going on behind the scenes --
1. The settlement range --
2. The negotiation cycle --
Part II. Building the foundation for the negotiation --
3. Gathering information --
4. Probing --
5. Information to not blab and timing --
Part III. Negotiation strategies --
6. Expectations and perceptions --
7. Setting up a negotiation --
8. Asymmetrical trades --
9. Win-win outcomes: myths and realities --
Part IV. Negotiation tactics --
10. Introduction --
11. Verbal and emotional tactics --
12. Managing time and the perceptions of time --
13. Misdirection --
14. Structural --
Part V. Going for the close --
15. The art of the concession --
Part VI. Putting it all together --
16. What to say in a typical negotiation --
Conclusion --
About the author --
Index.
Series Title: Human resource management and organizational behavior collection.
Responsibility: Michael Schatzki.

Abstract:

You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The book also includes a complete walk you through for some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation.

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