Negotiating with winning words : dialogue and skills to help you come out ahead in any business negotiation / Michael Schatzki.

By:

Schatzki, Michael []

Material type: Text

TextSeries: Human resource management and organizational behavior collectionPublisher: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, [(c)2018.]Edition: First editionDescription: 1 online resource (viii, 178 pages)Content type:

text

Media type:

computer

Carrier type:

online resource

ISBN:

9781947843103

Subject(s): Genre/Form:

Additional physical formats: Print version:: No titleLOC classification:

HD58.6

Online resources:

Click here to access online

Available additional physical forms:

Contents:

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.

Abstract: 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.

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Holdings
Item type	Current library	Collection	Call number	URL	Status	Date due	Barcode
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD)	G. Allen Fleece Library ONLINE		HD58.6 (Browse shelf(Opens below))	Link to resource	Available		BEP9781947843103
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD)	G. Allen Fleece Library	Non-fiction	HD58.6 (Browse shelf(Opens below))	Link to resource	Available		9781947843103

Includes index.

Access restricted to authorized users and institutions.

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.