TY  - BOOK
AU  - Korda,Philippe
TI  - The five golden rules of negotiationPhilippe Korda
T2  - Human resource management and organizational behavior collection,
SN  - 9781606493076
AV  - BF637 .F584 2011
PY  - 2011///
CY  - [New York, N.Y. (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Negotiation
KW  - negotiation
KW  - margin
KW  - purchasing
KW  - buyers
KW  - sellers
KW  - sales
KW  - price
KW  - market
KW  - concessions
KW  - target price
KW  - customer
KW  - supplier
KW  - offer
KW  - balance of power
KW  - influence
KW  - deadline
KW  - risk
KW  - bid
KW  - demand
KW  - request
KW  - opponent
KW  - defend
KW  - negotiation skills
KW  - bluff
KW  - negotiation strategy
KW  - negotiation tricks
KW  - negotiation tactics
KW  - tender
KW  - request for proposal
N1  - 1 (pages 197.) and index; Foreword --; Prologue --; Part I. Become an expert: master the five golden rules of negotiation --; 1. The crucial prerequisite --; 2. How to set your initial offer --; 3. How to respond to the other party's initial attacks --; 4. Never make a concession without getting something in return --; 5. How to avoid giving away more than necessary --; 6. How to guide negotiations to a successful conclusion --; Part II. Become a guru: anticipate your opponent's moves --; 7. How to distinguish apparent demands from real demands --; 8. How to shift the balance of power between buyer and seller --; 9. How to avoid the traps of professional negotiators --; 10. How to analyze and exploit decision-making processes --; Part III. Become a legend: develop exceptional negotiating skills --; 11. Get "the enemy" on your side --; 12. How to handle bluffs and detect lies --; 13. Dealing with difficult discussions, tactfully --; 14. "Take it or leave it": how to break the deadlock --; Epilogue --; Appendix: Carl Ritchie applies Margaret Peake's advice --; Notes --; Index; 2; b; Also available in printing
N2  - Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000073.html
ER  -