Effective negotiations in easy steps

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Title:

Effective negotiations in easy steps

Author:

Rossiter, Tony, author.

ISBN:

9781840785937

Personal Author:

Rossiter, Tony, author.

Physical Description:

148 pages : color illustrations ; 23 cm.

Series:

In easy steps

In easy steps.

General Note:

Includes index.

Contents:

Introduction -- Negotiating scenarios -- The need for compromise -- Summary -- Key principles -- Clear objectives -- Thorough preparation -- Good personal relationships -- Summary -- Core skills -- Oral Expression -- Logical argument -- Analysis -- Listening and questioning -- Prioritizing -- Interpersonal skills -- Summary -- Be SMART -- Ideal outcome -- Fall-back position -- Bottom line -- Best alternative to a negotiated agreement (BATNA) -- Summary -- Understanding yourself and the other side -- Learning the ropes -- Rehearsing -- Learn from previous negotiations -- Team roles -- Your own case -- The other side -- Concessions -- Summary -- Getting to know them -- One-to-one discussions -- Summary -- Making an impact -- How to begin -- Techniques that can help -- If your facts are wrong -- Summary -- Listening -- Questioning -- Don't get caught out -- If things get difficult -- Summary -- Perception -- Eye contact -- Positive language

Abstract:

Whether you have to negotiate contracts, negotiate with customers, or are involved in international negotiations, the principles and techniques of effective negotiation apply. 'Effective Negotiations in Easy Steps' shows you how, with clear and easy steps, explanations and hot tips.

Negotiations don't have to be formal exchanges with a set agenda conducted around a table. They can be formal or informal; internal (with colleagues in your own organization) or external; bilateral (involving just one other party) or multiparty. They come in all shapes and sizes. They can take a couple of minutes or a couple of months. Whether the reader has to negotiate contracts, is in sales and has to negotiate with customers, or their organization has overseas interests and they're involved in international negotiations, the principles and techniques of effective negotiation apply to all of these scenarios. Effective Negotiations in Easy Steps shows readers how, in the familiar In Easy Steps style, with clear and easy steps and explanations and hot tips.

Subject Term:

Negotiation in business.

Negotiation.

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168025776069	658.4052 R831E 2013	1	Searching... Unknown

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Summary

To negotiate: to confer with others inorder to reach a compromise or agreement. That's the dictionarydefinition. It's something we do every day, like it or not. We can't avoid it.It doesn't have to involve contracts or business deals. It might just meanagreeing a deadline for the task you're working on, sorting out officeaccommodation or equipment for a new member of staff, or talking to your bossabout your vacation plans.

Discussions of this kind may not be thought of asnegotiations. But often, in order to arrive at a solution all the interestedparties can accept, you need to settle for less than you would ideally like.You need to give and take - in other words, to negotiate. Negotiations don'thave to be formal exchanges with a set agenda conducted around a table. Theycan be formal or informal; internal (with colleagues in your own organization)or external; bilateral (involving just one other party) or multi-party. Theycome in all shapes and sizes. They can take a couple of minutes or a couple ofmonths.

Whether you have to negotiate contracts, you're insales and have to negotiate with customers or your organization has overseasinterests and you're involved in international negotiations, the principles andtechniques of effective negotiation apply to all of these scenarios.Effective Negotiations in easy steps will show youhow, in the familiar In Easy Steps style, withclear and easy steps and explanations, colour illustrations and hot tips.