Negotiation deconstructed

Popis

NEGOTIATING DECONSTRUCTED shows that it is not only important to be able to negotiate. It also shows how you can plan and manage the process in order to increase the likelihood of achieving the outcome you want. Specifically it will assist you:

1. Have business-like “bargaining” discussions
2. Develop sound techniques and tactics
3. Understand and analyse your own performance
The book provides a practical guide to a vital job and career skill.

Obsah

1. Introduction: Coping With The Complexity Of The Negotiation Process 
   
   1. A Means To An End 
      
   2. A Personal Necessity 
      
2. Case Study: How Negotiation Works 
   
   1. The Background 
      
   2. Details 
      
   3. Looking Out For Variables 
      
   4. The Ebb And Flow Of Negotiation 
      
   5. Reading The Dynamics Of The Meeting 
      
   6. Adding Up The Score 
      
   7. Reading The Signs 
      
   8. Text Number 
      
3. Negotiation: Making The Best Deal 
   
   1. A Special Form Of Communication 
      
   2. The Application Of Negotiation 
      
   3. The Nature Of Negotiation 
      
   4. Three Key Factors 
      
   5. A Constructive Process 
      
4. Negotition: The Process Of Making The Right Deal 
   
   1. First Things First 
      
   2. The Core Element 
      
   3. Techniques To Add Power 
      
5. Negotiation: The Tactics Of Negotiating: Key Techniques 
   
   1. Interpersonal Behaviour 
      
   2. Keeping On Track 
      
   3. The Scope Of Negotiation 
      
6. Afterword: Ten Steps To Making Negotiation Work 
   
   1. Preparation 
      
   2. Communicate Clearly 
      
   3. Look The Part 
      
   4. Respect The People 
      
   5. Aim High 
      
   6. Get Their Shopping List 
      
   7. Keep Searching For Variables 
      
   8. Utilise The Techniques 
      
   9. Manage And Control The Process 
      
   10. Be Ever On Your Guard