Practical Business Negotiation

ISBN-13: 9780367421731 / Angielski / Miękka / 2020 / 254 str.

William W. Baber; Chavi C. Fletcher-Chen

Opis

This second-edition book guides users through the negotiation process, on getting started, the sequence of actions, expectations when negotiating, applicable language, interacting with different cultures, and completing a negotiation. Every section contains key takeaways about planning, structuring, verbalizing, or understanding negotiation.

Spis treści

1. What do you Want to get from Negotiations?  2. First Connections  3. Core Negotiation Concepts  4. Structure and Planning  5. Some Cultural Considerations  6. Talking the Talk  7. Negotiation Tactics  8. Win at home before you go  9. What kind of negotiator…  10. Agreements  11. Review from a High Altitude  12. Reflection on Negotiation Theory