skip to content
The streetsmart negotiator : how to outwit, outmaneuver and outlast your opponents Preview this item
ClosePreview this item
Checking...

The streetsmart negotiator : how to outwit, outmaneuver and outlast your opponents

Author: Harry Mills
Publisher: New York : AMACOM, ©2005.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Annotation
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Harry Mills
ISBN: 0814471986 9780814471982
OCLC Number: 57564696
Notes: New Zealand author.
Description: xii, 194 pages : illustrations ; 23 cm
Contents: Acknowledgements --
Introduction --
1: The Seven Steps to Agreement --
The Seven Step RESPECT Formula --
What is Negotiation --
The Bargaining Range --
2: Step One: Ready Yourself --
Use Your BATNA to Create Leverage --
Identify Interests --
List, Rank and Value The Issues --
Plan Your Agenda --
Determine Your Authority --
Plan Your First Offer --
Pick Your Team --
Devise Your Time Plan --
Analyse the Other Party --
Plan Your Strategy --
Assess Your Appetite for Risk --
Manage Your Risks --
Strive for Fairness --
Beware of Deception --
Uncover Deceit --
Guard Your Reputation --
3: Step Two: Explore Needs --
Establish Your Credibility --
Communicate Your Position --
Create a Positive Non-Verbal Climate --
Influence With Questions --
Listen to Advantage --
Use Persuasive Language --
Words That Sell --
Use Silence for Advantage --
Translate the Meta-talk --
4: Step Three: Signal For Movement --
How to Signal --
5: Step Four: Probe With Proposals --
Use Proposals to Generate Movement. Package Your Proposals --
6: Step Five: Exchange Concessions --
Trade for Advantage --
Open First? --
Open High? --
Beware the Gender Trap --
Slicing the Pie --
Enlarging the Pie --
Build Momentum --
7: Step Six: Close the Deal --
Manage the Tension --
When to Close --
The Summary Close --
Two More Proven Closes --
Consider Contingent Contracts --
8: Step Seven: Tie Up The Loose Ends --
Verify What Has Been Agreed --
Review Your Performance --
9: Winning Tactics --
Choose Your Tactics --
Nibble --
Add-On --
Lack of Authority --
Take It or Leave It --
Escalation --
The Budget Limitation --
Good Guy, Bad Guy --
Outrageous Initial Demand --
Chicken --
Reverse Auction --
10: Persuasion Traps --
Smart Negotiator, Dumb Deal --
Trap 1: Over-Confidence, Ego, Hubris --
Trap 2: Loss Aversion --
Trap 3: Plunging In --
Trap 4: Anchoring --
Trap 5: Myopia --
Trap 6: Frame Blindness --
Trap 7: Focusing on Vivid Events --
Trap 8: Number Blindness --
Trap 9: Irrational Commitment --
Trap 10: Win-Lose Mindset --
Trap 11: The Lemming Effect --
Trap 12: The Winner's Curse --
11: Electronic Bargaining --
Bargaining on the Telephone --
Negotiating by Email --
12: Plan For Success --
To Plan A Negotiation --
The Mills One Page Planner --
Appendix A --
Assess Your Bargaining Style --
Appendix B --
Checklist of Body Language Gestures --
Appendix --
Checkpoints --
Appendix D --
Recommendations for further reading --
Index --
About The Author.
Other Titles: Street smart negotiator
Responsibility: Harry Mills.
More information:

Abstract:

"The StreetSmart Negotiator" distills the collective wisdom of the world's top negotiators, giving needed tips, tactics, and techniques to triumph over even the most ruthless competitors in any  Read more...

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(1)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/57564696> # The streetsmart negotiator : how to outwit, outmaneuver and outlast your opponents
    a schema:Book, schema:CreativeWork ;
    library:oclcnum "57564696" ;
    library:placeOfPublication <http://dbpedia.org/resource/New_York_City> ; # New York
    library:placeOfPublication <http://id.loc.gov/vocabulary/countries/nyu> ;
    schema:about <http://dewey.info/class/658.4052/e22/> ;
    schema:about <http://id.worldcat.org/fast/1035573> ; # Negotiation in business
    schema:alternateName "Street smart negotiator" ;
    schema:bookFormat bgn:PrintBook ;
    schema:copyrightYear "2005" ;
    schema:creator <http://viaf.org/viaf/7082206> ; # Harry Mills
    schema:datePublished "2005" ;
    schema:description "Annotation"@en ;
    schema:description "Acknowledgements -- Introduction -- 1: The Seven Steps to Agreement -- The Seven Step RESPECT Formula -- What is Negotiation -- The Bargaining Range -- 2: Step One: Ready Yourself -- Use Your BATNA to Create Leverage -- Identify Interests -- List, Rank and Value The Issues -- Plan Your Agenda -- Determine Your Authority -- Plan Your First Offer -- Pick Your Team -- Devise Your Time Plan -- Analyse the Other Party -- Plan Your Strategy -- Assess Your Appetite for Risk -- Manage Your Risks -- Strive for Fairness -- Beware of Deception -- Uncover Deceit -- Guard Your Reputation -- 3: Step Two: Explore Needs -- Establish Your Credibility -- Communicate Your Position -- Create a Positive Non-Verbal Climate -- Influence With Questions -- Listen to Advantage -- Use Persuasive Language -- Words That Sell -- Use Silence for Advantage -- Translate the Meta-talk -- 4: Step Three: Signal For Movement -- How to Signal -- 5: Step Four: Probe With Proposals -- Use Proposals to Generate Movement."@en ;
    schema:description "Package Your Proposals -- 6: Step Five: Exchange Concessions -- Trade for Advantage -- Open First? -- Open High? -- Beware the Gender Trap -- Slicing the Pie -- Enlarging the Pie -- Build Momentum -- 7: Step Six: Close the Deal -- Manage the Tension -- When to Close -- The Summary Close -- Two More Proven Closes -- Consider Contingent Contracts -- 8: Step Seven: Tie Up The Loose Ends -- Verify What Has Been Agreed -- Review Your Performance -- 9: Winning Tactics -- Choose Your Tactics -- Nibble -- Add-On -- Lack of Authority -- Take It or Leave It -- Escalation -- The Budget Limitation -- Good Guy, Bad Guy -- Outrageous Initial Demand -- Chicken -- Reverse Auction -- 10: Persuasion Traps -- Smart Negotiator, Dumb Deal -- Trap 1: Over-Confidence, Ego, Hubris -- Trap 2: Loss Aversion -- Trap 3: Plunging In -- Trap 4: Anchoring -- Trap 5: Myopia -- Trap 6: Frame Blindness -- Trap 7: Focusing on Vivid Events -- Trap 8: Number Blindness -- Trap 9: Irrational Commitment -- Trap 10: Win-Lose Mindset -- Trap 11: The Lemming Effect -- Trap 12: The Winner's Curse -- 11: Electronic Bargaining -- Bargaining on the Telephone -- Negotiating by Email -- 12: Plan For Success -- To Plan A Negotiation -- The Mills One Page Planner -- Appendix A -- Assess Your Bargaining Style -- Appendix B -- Checklist of Body Language Gestures -- Appendix -- Checkpoints -- Appendix D -- Recommendations for further reading -- Index -- About The Author."@en ;
    schema:exampleOfWork <http://worldcat.org/entity/work/id/793975350> ;
    schema:inLanguage "en" ;
    schema:name "The streetsmart negotiator : how to outwit, outmaneuver and outlast your opponents"@en ;
    schema:productID "57564696" ;
    schema:publication <http://www.worldcat.org/title/-/oclc/57564696#PublicationEvent/new_york_amacom_2005> ;
    schema:publisher <http://experiment.worldcat.org/entity/work/data/793975350#Agent/amacom> ; # AMACOM
    schema:url <http://catdir.loc.gov/catdir/toc/ecip057/2005002637.html> ;
    schema:workExample <http://worldcat.org/isbn/9780814471982> ;
    umbel:isLike <http://bnb.data.bl.uk/id/resource/GBA536371> ;
    wdrs:describedby <http://www.worldcat.org/title/-/oclc/57564696> ;
    .


Related Entities

<http://dbpedia.org/resource/New_York_City> # New York
    a schema:Place ;
    schema:name "New York" ;
    .

<http://id.worldcat.org/fast/1035573> # Negotiation in business
    a schema:Intangible ;
    schema:name "Negotiation in business"@en ;
    .

<http://viaf.org/viaf/7082206> # Harry Mills
    a schema:Person ;
    schema:birthDate "1950" ;
    schema:familyName "Mills" ;
    schema:givenName "Harry" ;
    schema:name "Harry Mills" ;
    .

<http://worldcat.org/isbn/9780814471982>
    a schema:ProductModel ;
    schema:isbn "0814471986" ;
    schema:isbn "9780814471982" ;
    .

<http://www.worldcat.org/title/-/oclc/57564696>
    a genont:InformationResource, genont:ContentTypeGenericResource ;
    schema:about <http://www.worldcat.org/oclc/57564696> ; # The streetsmart negotiator : how to outwit, outmaneuver and outlast your opponents
    schema:dateModified "2018-05-25" ;
    void:inDataset <http://purl.oclc.org/dataset/WorldCat> ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.