TY  - BOOK
AU  - Schatzki,Michael
TI  - Negotiating with winning words: dialogue and skills to help you come out ahead in any business negotiation 
T2  - Human resource management and organizational behavior collection,
SN  - 9781947843103
AV  - HD58 .N446 2018
PY  - 2018///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Negotiation in business
KW  - agreement
KW  - buyer
KW  - concessions
KW  - core concept
KW  - expertise
KW  - information
KW  - least acceptable settlement
KW  - manager
KW  - maximum supportable position
KW  - negotiation
KW  - perception
KW  - possibility
KW  - principle
KW  - probing
KW  - problem solving
KW  - purchasing
KW  - sales
KW  - settlement range
KW  - tactics
KW  - win-win
KW  - Electronic books
N1  - Part I. Core concepts: what is really going on behind the scenes --; 1. The settlement range --; 2. The negotiation cycle --; Part II. Building the foundation for the negotiation --; 3. Gathering information --; 4. Probing --; 5. Information to not blab and timing --; Part III. Negotiation strategies --; 6. Expectations and perceptions --; 7. Setting up a negotiation --; 8. Asymmetrical trades --; 9. Win-win outcomes: myths and realities --; Part IV. Negotiation tactics --; 10. Introduction --; 11. Verbal and emotional tactics --; 12. Managing time and the perceptions of time --; 13. Misdirection --; 14. Structural --; Part V. Going for the close --; 15. The art of the concession --; Part VI. Putting it all together --; 16. What to say in a typical negotiation --; Conclusion --; About the author --; Index; 2; b; Also available in printing
N2  - You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The book also includes a complete walk you through for some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000702.html
ER  -