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Negotiations Essentials

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ISBN-10: 9401402957

ISBN-13: 9789401402958

Edition: 2012

Authors: Katia Tieleman, Marc Buelens

List price: $30.00
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Negotiating is becoming more and more difficult: negotiations to form a new government, social negotiations, negotiating with your colleagues, teenage kids at home; however not every negotiation needs to transform into a battle of will. How good is your
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Book details

List price: $30.00
Copyright year: 2012
Publisher: Lannoo Publishers/Racine
Publication date: 3/16/2013
Binding: Paperback
Pages: 144
Size: 5.77" wide x 8.26" long x 0.44" tall
Weight: 0.572
Language: English

Negotiating - everyone is doing it!
Are we doomed to fight?
A new negotiating paradigm
Negotiating in style - the new negotiating culture
Win-win and negotiation intelligence (NQ�)
Negotiation: prowess or proficiency?
Keys to Intelligent Negotiation
Free Yourself from Entrenched Positions
How entrenched positions can take control of you
Dismantling entrenched positions
Focusing on interests
How do you find out about interests?
Speech is golden?
With key 1 to a higher NQ, you know that…
Unlock Hidden Value
Pattern-breaking thinking
Negotiation problems as golden eggs
Negotiating in a fear-free zone
Rules for value creation
With key 2 to a higher NQ, you know that…
Open Your Safety Net
The aspiration base
The Bottom Line
Covering your back: the BATNA
Divide and rule?
External distribution criteria
Tips and tricks
Your concession strategy
With key 3 to a higher NQ, you know that…
Set the Rules of the Game
Negotiating - a game?
The importance of the process
At the negotiating table: the process and the rules of the game
Away from the negotiating table: determining the game
Are you a follower or a shaper?
With key 4 to a higher NQ, you know that…
From NQ to Corporate NQ�
Working together for profit
Negotiating the Wall Street way?
A Corporate NQ� mentality
A lone wolf never walks alone
A different way: negotiating as an organization
A Corporate NQ� infrastructure: some guidelines
As an organisation with a high corporate NQ�, you know that…
Hang Your Keys on the Right Key Holders
The smart conscious mind
The stupid conscious mind
The smart unconscious mind
The stupid unconscious mind
With a good understanding of the right key hooks for your higher NQ�, you know that…
If Your Keys Fall into the Wrong Hands: At the Negotiating Table with Machiavelli
Why be on the look-out for dirty tricks?
Black, grey and white dirty tricks
The twilight zone between grey and black: something for the ethicists
Watch your words…
The use of emotions
How to respond to emotional outbursts
The five steps of psychological manipulation
How you can counteract psychological manipulation?
With good insight into the ethical sensitivities of negotiations, you know that…
End Notes
About the Series and the Authors
Further Information