000			03965nam a2200601 i 4500
001			9781947843103
003			BEP
005			20240726104647.0
008			180404s2018 nyu foa 001 0 eng d
020			_a9781947843103 _q((electronic)l(electronic)ctronic)-book
040			_aCaBNVSL _beng _erda _cCaBNVSL _dCaBNVSL
050	0	4	_aHD58 _b.N446 2018
100	1		_aSchatzki, Michael, _e1
245	1	0	_aNegotiating with winning words : _bdialogue and skills to help you come out ahead in any business negotiation / _cMichael Schatzki.
250			_aFirst edition.
260			_aNew York, New York (222 East 46th Street, New York, NY 10017) : _bBusiness Expert Press, _c(c)2018.
300			_a1 online resource (viii, 178 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_adata file _2rda
490	1		_aHuman resource management and organizational behavior collection,
505	0	0	_aPart I. Core concepts: what is really going on behind the scenes -- _t1. The settlement range -- _t2. The negotiation cycle -- _tPart II. Building the foundation for the negotiation -- _t3. Gathering information -- _t4. Probing -- _t5. Information to not blab and timing -- _tPart III. Negotiation strategies -- _t6. Expectations and perceptions -- _t7. Setting up a negotiation -- _t8. Asymmetrical trades -- _t9. Win-win outcomes: myths and realities -- _tPart IV. Negotiation tactics -- _t10. Introduction -- _t11. Verbal and emotional tactics -- _t12. Managing time and the perceptions of time -- _t13. Misdirection -- _t14. Structural -- _tPart V. Going for the close -- _t15. The art of the concession -- _tPart VI. Putting it all together -- _t16. What to say in a typical negotiation -- _tConclusion -- _tAbout the author -- _tIndex.
520	3		_aYou 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.
530			_a2 _ub
530			_aAlso available in printing.
538			_aMode of access: World Wide Web.
588			_aTitle from PDF title page (viewed on April 4, 2018).
650		0	_aNegotiation in business.
653			_aagreement
653			_abuyer
653			_aconcessions
653			_acore concept
653			_aexpertise
653			_ainformation
653			_aleast acceptable settlement
653			_amanager
653			_amaximum supportable position
653			_anegotiation
653			_aperception
653			_apossibility
653			_aprinciple
653			_aprobing
653			_aproblem solving
653			_apurchasing
653			_asales
653			_asettlement range
653			_atactics
653			_awin-win
655		0	_aElectronic books.
856	4	1	_uhttps://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000702.html _zClick here to access this RESOURCE ONLINE | Login using your my.ciu username & password
942			_c1 _D _eBEP _hHD58.6 _m(c)2018 _QOB _R _x _8NFIC _dCynthia Snell
999			_c74048 _d74048
902			_a1 _bCynthia Snell _c1 _dCynthia Snell