DK Essential Managers: Negotiating

Publisher DK Publishing

Format

eBook

2nd Edition 1st Edition

Quantity

Add New

Publisher

DK Publishing

Volume

Copyright

2015

ISBN13

9781465440679

Release

Format

eBook

Grade Level

4th Grade - 6th Grade

DDC
TBD

Related Series

The Small Business Owner
The Goal Getter
Overview

This visual guide teaches you the negotiating skills you need to succeed. Now newly updated with an all-graphic approach to explaining key techniques and skills, the best-selling title features: tips, checklists, tables, illustrations, "in-focus" panels and real-life case studies to show you how to bargain effectively, avoid conflict, conduct multiparty discussions and close a deal.
Front Cover.
Title Page.
Copyright Page.
Contents.
Introduction.
1: Preparing to Negotiate.
2: Becoming a Negotiator.
3: Understanding Negotiation Dilemmas.
4: Being Prepared.
5: Designing the Structure.
6: Setting your Style.
7: Defining Negotiation Styles.
8: Defining Interest-Based Negotiation.
9: Negotiating From the Whole Brain.
10: Creating Win–Win Deals.
11: Building Relationships.
12: Developing Mutual Trust.
13: Negotiating Fairly.
14: Conducting Negotiations.
15: Negotiating with Power.
16: Making Offers and Counteroffers.
17: Making Concessions.
18: Being Persuasive.
19: Managing Impasses.
20: Avoiding Decision Traps.
21: Managing Emotions.
22: Dealing with Competitive Tactics.
23: Closing the Deal.
24: Developing your Technique.
25: Negotiating As a Team.
26: Dealing with Many Parties.
27: Negotiating Internationally.
28: Examining the Role of Gender.
29: Using a Coach.
30: Being a Mediator.
31: Learning From the Masters.
Index.
Acknowledgments.
Front Cover.
Half Title Page.
Title Page.
Copyright Page.
Contents.
Introduction.
Preparing to Negotiate.
1: Becoming a Negotiator.
2: Understanding Negotiation Dilemmas.
3: Being Prepared.
4: Designing the Structure.
Setting Your Style.
5: Defining Negotiation Styles.
6: Defining Interest-Based Negotiation.
7: Negotiating from the Whole Brain.
8: Creating Win-Win Deals.
9: Building Relationships.
10: Developing Mutual Trust.
11: Negotiating Fairly.
Conducting Negotiations.
12: Negotiating With Power.
13: Making Offers and Counteroffers.
14: Making Concessions.
15: Being Persuasive.
16: Managing Impasses.
17: Avoiding Decision Traps.
18: Managing Emotions.
19: Dealing With Competitive Tactics.
20: Closing the Deal.
Developing Your Technique.
21: Negotiating as a Team.
22: Dealing With Many Parties.
23: Negotiating Internationally.
24: Using a Coach.
25: Being a Mediator.
26: Learning from the Masters.
Index.
Acknowledgments.
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DK Essential Managers: Negotiating

Product Details

Overview

Table of Contents