53,85 €*
Versandkostenfrei per Post / DHL
Lieferzeit 1-2 Wochen
The Negotiation Handbook is a useful guide for all those wanting to understand what tools and techniques may be applied to the negotiation process. The handbook has been subdivided into seven key sections, with each representing an important stage related to the Negotiation cycle. The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader.
This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques in order to ensure maximum benefit is achieved on behalf of their employers.
The Negotiation Handbook is a useful guide for all those wanting to understand what tools and techniques may be applied to the negotiation process. The handbook has been subdivided into seven key sections, with each representing an important stage related to the Negotiation cycle. The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader.
This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques in order to ensure maximum benefit is achieved on behalf of their employers.
Andrea Cordell is a well-known international speaker and author on strategy, negotiation and procurement-related matters. She has worked in senior positions at several global organisations and is currently the managing director of Cordie Ltd, a leading sales and procurement training and consulting company.
List of figures; List of templates; Acknowledgements; Introduction; Phase 1: Preparation; Negotiation Strategy; Negotiation Team; Negotiation Agenda; Negotiation SWOT Analysis; Phase 2: Relationship Building; Building Rapport; Body Language; Neuro-Linguistic Programming (NLP); Eye Accessing; Phase 3: Information Gathering; Questioning Techniques; BATNA; ZOPA; Negotiation Goals & Targets; Phase 4: Information Using; Tradeables and Straw Issues; First Offer; Negotiation Power; Personalities; Phase 5: Bidding; Persuasion Methods; Negotiation Tactics; Emotional Intelligence; Influencing; Phase 6: Closing the Deal; Thomas-Kilmann Conflict Mode Instrument; Subliminal Linguistics; Summarising & Ratification; Game Theory; Phase 7: Implementing the Deal; Negotiation Evaluation; Kolb's Experimental Learning Cycle; Cultural Dimensions; Handover and Contract Management; Templates and References; Templates/ Additional Guidance; Bibliography and Suggested Further Reading; Index
| Erscheinungsjahr: | 2018 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 144 |
| Inhalt: | Einband - flex.(Paperback) |
| ISBN-13: | 9780815375548 |
| ISBN-10: | 0815375549 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Cordell, Andrea |
| Auflage: | 2nd edition |
| Hersteller: | CRC Press |
| Maße: | 234 x 160 x 10 mm |
| Von/Mit: | Andrea Cordell |
| Erscheinungsdatum: | 28.08.2018 |
| Gewicht: | 0,258 kg |
Andrea Cordell is a well-known international speaker and author on strategy, negotiation and procurement-related matters. She has worked in senior positions at several global organisations and is currently the managing director of Cordie Ltd, a leading sales and procurement training and consulting company.
List of figures; List of templates; Acknowledgements; Introduction; Phase 1: Preparation; Negotiation Strategy; Negotiation Team; Negotiation Agenda; Negotiation SWOT Analysis; Phase 2: Relationship Building; Building Rapport; Body Language; Neuro-Linguistic Programming (NLP); Eye Accessing; Phase 3: Information Gathering; Questioning Techniques; BATNA; ZOPA; Negotiation Goals & Targets; Phase 4: Information Using; Tradeables and Straw Issues; First Offer; Negotiation Power; Personalities; Phase 5: Bidding; Persuasion Methods; Negotiation Tactics; Emotional Intelligence; Influencing; Phase 6: Closing the Deal; Thomas-Kilmann Conflict Mode Instrument; Subliminal Linguistics; Summarising & Ratification; Game Theory; Phase 7: Implementing the Deal; Negotiation Evaluation; Kolb's Experimental Learning Cycle; Cultural Dimensions; Handover and Contract Management; Templates and References; Templates/ Additional Guidance; Bibliography and Suggested Further Reading; Index
| Erscheinungsjahr: | 2018 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 144 |
| Inhalt: | Einband - flex.(Paperback) |
| ISBN-13: | 9780815375548 |
| ISBN-10: | 0815375549 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Cordell, Andrea |
| Auflage: | 2nd edition |
| Hersteller: | CRC Press |
| Maße: | 234 x 160 x 10 mm |
| Von/Mit: | Andrea Cordell |
| Erscheinungsdatum: | 28.08.2018 |
| Gewicht: | 0,258 kg |
Ähnliche Produkte
Aktuell nicht verfügbar
Lieferzeit 1-2 Wochen
Lieferzeit 4-7 Werktage
Lieferzeit 4-7 Werktage
Lieferzeit 1-2 Wochen
Lieferzeit 4-7 Werktage
