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Derek Arden is a leading negotiation expert. An international keynote conference speaker, business coach and facilitator, he has worked in 27 countries, with 5 business schools and has been a visiting lecturer at the Henley Management College for 12 years.
Derek was a Director in a large profit centre of a financial institution for 12 years and has negotiated transactions worth 3 billion.
About the author
Author's acknowledgements
Publisher's acknowledgements
Foreword
Introduction
PART ONE: WHY NEGOTIATION MATTERS
Chapter 1: We’re all negotiators
Chapter 2: The cost of not negotiating
Chapter 3: The win win win of negotiating
Chapter 4: Rate your negotiation skills
Chapter 5: Who has the power?
PART TWO: The 11 steps of negotiation
Chapter 6: Prepare and plan
Chapter 7: Give a great first impression
Chapter 8: Ask the right questions
Chapter 9: Listen well
Chapter 10: Use your head
Chapter 11: Read body language
Chapter 12: Watch out for lying
Chapter 13: Use the right strategies and tactics
Chapter 14: Influence the other side
Chapter 15: Know how to bargain
Chapter 16: Handling conflict
Chapter 17: Confidence when negotiating
PART THREE: HOTSPOTS
Hotspot 1: How to ask for a salary increase
Hotspot 2: How to negotiate a discount
Hotspot 3: How to negotiate on the phone
Hotspot 4: How to negotiate as a team
Hotspot 5: How to negotiate by email
Hotspot 6: How to negotiate internationally
Index
| Fachbereich: | Management |
|---|---|
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 296 |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781292074085 |
| ISBN-10: | 1292074086 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Arden, Derek |
| Hersteller: | Pearson Education Limited |
| Maße: | 140 x 215 x 25 mm |
| Von/Mit: | Derek Arden |
| Erscheinungsdatum: | 11.06.2015 |
| Gewicht: | 0,466 kg |
Derek Arden is a leading negotiation expert. An international keynote conference speaker, business coach and facilitator, he has worked in 27 countries, with 5 business schools and has been a visiting lecturer at the Henley Management College for 12 years.
Derek was a Director in a large profit centre of a financial institution for 12 years and has negotiated transactions worth 3 billion.
About the author
Author's acknowledgements
Publisher's acknowledgements
Foreword
Introduction
PART ONE: WHY NEGOTIATION MATTERS
Chapter 1: We’re all negotiators
Chapter 2: The cost of not negotiating
Chapter 3: The win win win of negotiating
Chapter 4: Rate your negotiation skills
Chapter 5: Who has the power?
PART TWO: The 11 steps of negotiation
Chapter 6: Prepare and plan
Chapter 7: Give a great first impression
Chapter 8: Ask the right questions
Chapter 9: Listen well
Chapter 10: Use your head
Chapter 11: Read body language
Chapter 12: Watch out for lying
Chapter 13: Use the right strategies and tactics
Chapter 14: Influence the other side
Chapter 15: Know how to bargain
Chapter 16: Handling conflict
Chapter 17: Confidence when negotiating
PART THREE: HOTSPOTS
Hotspot 1: How to ask for a salary increase
Hotspot 2: How to negotiate a discount
Hotspot 3: How to negotiate on the phone
Hotspot 4: How to negotiate as a team
Hotspot 5: How to negotiate by email
Hotspot 6: How to negotiate internationally
Index
| Fachbereich: | Management |
|---|---|
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 296 |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781292074085 |
| ISBN-10: | 1292074086 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Arden, Derek |
| Hersteller: | Pearson Education Limited |
| Maße: | 140 x 215 x 25 mm |
| Von/Mit: | Derek Arden |
| Erscheinungsdatum: | 11.06.2015 |
| Gewicht: | 0,466 kg |
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