This book reveals how negotiation begins before anyone sits down at the bargaining table.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Brian Gunia is an associate professor at the Carey Business School, Johns Hopkins University.
Inhaltsangabe
Acknowledgments 1 The Limits of the Monetary Mindset 2 The Bartering Mindset 3 Step 1: Deeply and Broadly Defi ne Your Needs and Offerings 4 Steps 2-3: Map Out the Full Range of Transaction Partners and the Full Range of Their Possible Needs and Off erings 5 Step 4: Anticipate the Most Powerful Set of Partnerships across the Market 6 Step 5: Cultivate the Most Powerful Set of Partnerships across the Market 7 Integrating the Bartering and Monetary Mindsets 8 Objections to the Bartering Mindset 9 Conclusions and Applications Notes Index
Acknowledgments 1 The Limits of the Monetary Mindset 2 The Bartering Mindset 3 Step 1: Deeply and Broadly Defi ne Your Needs and Offerings 4 Steps 2-3: Map Out the Full Range of Transaction Partners and the Full Range of Their Possible Needs and Off erings 5 Step 4: Anticipate the Most Powerful Set of Partnerships across the Market 6 Step 5: Cultivate the Most Powerful Set of Partnerships across the Market 7 Integrating the Bartering and Monetary Mindsets 8 Objections to the Bartering Mindset 9 Conclusions and Applications Notes Index
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