DK Essential Managers: Negotiating, 1st Edition

  • Published By:
  • ISBN-10: 1465440674
  • ISBN-13: 9781465440679
  • DDC: 658.4
  • Grade Level Range: 4th Grade - 6th Grade
  • 96 Pages | eBook
  • Original Copyright 2015 | Published/Released March 2016
  • This publication's content originally published in print form: 2015

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About

Overview

This visual guide teaches you the negotiating skills you need to succeed. Now newly updated with an all-graphic approach to explaining key techniques and skills, the best-selling title features: tips, checklists, tables, illustrations, “in-focus” panels and real-life case studies to show you how to bargain effectively, avoid conflict, conduct multiparty discussions and close a deal.

Table of Contents

Front Cover.
Title Page.
Copyright Page.
Contents.
Introduction.
1: Preparing to Negotiate.
2: Becoming a Negotiator.
3: Understanding Negotiation Dilemmas.
4: Being Prepared.
5: Designing the Structure.
6: Setting your Style.
7: Defining Negotiation Styles.
8: Defining Interest-Based Negotiation.
9: Negotiating From the Whole Brain.
10: Creating Win–Win Deals.
11: Building Relationships.
12: Developing Mutual Trust.
13: Negotiating Fairly.
14: Conducting Negotiations.
15: Negotiating with Power.
16: Making Offers and Counteroffers.
17: Making Concessions.
18: Being Persuasive.
19: Managing Impasses.
20: Avoiding Decision Traps.
21: Managing Emotions.
22: Dealing with Competitive Tactics.
23: Closing the Deal.
24: Developing your Technique.
25: Negotiating As a Team.
26: Dealing with Many Parties.
27: Negotiating Internationally.
28: Examining the Role of Gender.
29: Using a Coach.
30: Being a Mediator.
31: Learning From the Masters.
Index.
Acknowledgments.
Front Cover.
Half Title Page.
Title Page.
Copyright Page.
Contents.
Introduction.
Preparing to Negotiate.
1: Becoming a Negotiator.
2: Understanding Negotiation Dilemmas.
3: Being Prepared.
4: Designing the Structure.
Setting Your Style.
5: Defining Negotiation Styles.
6: Defining Interest-Based Negotiation.
7: Negotiating from the Whole Brain.
8: Creating Win-Win Deals.
9: Building Relationships.
10: Developing Mutual Trust.
11: Negotiating Fairly.
Conducting Negotiations.
12: Negotiating With Power.
13: Making Offers and Counteroffers.
14: Making Concessions.
15: Being Persuasive.
16: Managing Impasses.
17: Avoiding Decision Traps.
18: Managing Emotions.
19: Dealing With Competitive Tactics.
20: Closing the Deal.
Developing Your Technique.
21: Negotiating as a Team.
22: Dealing With Many Parties.
23: Negotiating Internationally.
24: Using a Coach.
25: Being a Mediator.
26: Learning from the Masters.
Index.
Acknowledgments.