Keld Jensen
The Trust Factor
Negotiating in SMARTnership
Gebonden Engels 2013 9781137332257
Verwachte levertijd ongeveer 9 werkdagen
Samenvatting
Offers deal-makers techniques to access mutually beneficial solutions that cannot make their way to the bargaining table without a cooperative strategy that enables the parties to together with mutual benefit and success.
Specificaties
ISBN13:9781137332257
Taal:Engels
Bindwijze:gebonden
Uitgever:Palgrave Macmillan US
Hoofdrubriek:Persoonlijke effectiviteit, Reclame en verkoop, Marketing
Lezersrecensies
Wees de eerste die een lezersrecensie schrijft!
Inhoudsopgave
PART I: THE 3-LEGGED STOOL - TRUST, BEHAVIORAL ECONOMICS, AND NEGOTIATION
1. A New Paradigm for Commercial Relationships 2. Behavioral Economics in Deal-Making 3. The Trust Factor: The Keystone of NegoEconomics PART II: DEFINING THE RULES OF THE GAMES, ARTICULATING A NEGOTIATION STRATEGY, AND MAKING THE PIE BIGGER 4. Rules of the Game: Defining and Setting Expectations 5. Preparation and Analysis Prior to Bargaining the First 5 Phases of the Negotiation Process 6. Creating A Culture of Trust and Openness 7. Where the 'Bigger' Comes From: Expanding the Range of NegoEconomic Potential PART III: DIVIDING THE BIGGER PIE, MAKING THE DEAL, AND DEFINING THE FUTURE 8. Style Choices 9. Sealing the Deal - the Second 5 Phases of the Negotiation Process 10. How Big is My Piece? - How the Added Value is Shared 11. Dealing with Stress, Threats, and Bluffing 12. Make the Pie Bigger and Nobody Loses Conclusion: Restoring Trust to the Marketplace It All Starts with You
1. A New Paradigm for Commercial Relationships 2. Behavioral Economics in Deal-Making 3. The Trust Factor: The Keystone of NegoEconomics PART II: DEFINING THE RULES OF THE GAMES, ARTICULATING A NEGOTIATION STRATEGY, AND MAKING THE PIE BIGGER 4. Rules of the Game: Defining and Setting Expectations 5. Preparation and Analysis Prior to Bargaining the First 5 Phases of the Negotiation Process 6. Creating A Culture of Trust and Openness 7. Where the 'Bigger' Comes From: Expanding the Range of NegoEconomic Potential PART III: DIVIDING THE BIGGER PIE, MAKING THE DEAL, AND DEFINING THE FUTURE 8. Style Choices 9. Sealing the Deal - the Second 5 Phases of the Negotiation Process 10. How Big is My Piece? - How the Added Value is Shared 11. Dealing with Stress, Threats, and Bluffing 12. Make the Pie Bigger and Nobody Loses Conclusion: Restoring Trust to the Marketplace It All Starts with You
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Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan