Tom Gosselin

Practical Negotiating (eBook, PDF)

Tools, Tactics & Techniques

• Format: PDF

Produktbeschreibung

Praise for Practical Negotiating: Tools, Tactics &Techniques "Practical Negotiating is an innovative, resourceful,and-as its name implies-practical guide to the art and science ofnegotiating. Unlike many books on negotiating, which are filledwith theories and anecdotes, this one is rich with examples,tactics, and tips, which makes it the indispensable book when youare going into any negotiation." --Terry R. Bacon, President, Lore International Institute andauthor of What People Want: A Manager's Guide to BuildingRelationships That Work "There is something in this book for the most experiencednegotiator and the novice. Gosselin's no-nonsense prescriptions andrecommendations will hit home and give you new ideas for the mostdifficult of negotiating situations. Anyone in the business worldwill want this great bible of?effective negotiating right neartheir desk and phone!" --Dr. Beverly Kaye, CEO and founder, Career SystemsInternational and coauthor of Love' Em or Lose'Em: Getting GoodPeople to Stay "Gosselin has written a thoughtful, engaging, and practicalguide on a topic of increasing importance to leaders andorganizations. There is something here for anyone who wants tolearn how to deal more effectively with the inevitable conflictsthat occur in working with clients, customers, andcolleagues." --Peter Cairo, PhD, Partner, Mercer Delta Consulting andcoauthor of Why CEOs Fail: The 17 Behaviors That Can Derail YourClimb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield.?Gosselinguides you in the development of a road map so both sides becomewinners and leave the table victorious. His writing is just likehis training-clear, concise, and practical. You can apply theprocess immediately. A handbook for life, it's practical,thoughtful, and insightful." --Steven Myers, Manager, Lighting Education and SalesTraining, Philips Lighting Company "Skip the workshops and buy Practical Negotiating. Afterfield-testing the content through decades of experience, Gosselinhas packed this useful book with processes that work and greatquestions and worksheets that force the material to become real andpersonal. Practical Negotiating will change your thinkingabout negotiating, and more importantly, will change your behavior.Highly recommended." --Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, andthis, coupled with a keen intellect and sharp observation ofbehavior (and a great sense of humor!) make this a must-read. Hisdeep understanding of effective models of negotiation and theirpractical application make him one of the leaders in thisfield." --Keith G. Slater, former director of InternationalDevelopment, Ingersoll Rand "This book is aptly titled as it provides the practical 'how to'for planning and executing effective negotiations. It's rich withexamples, exercises, and reusable tools." --Dr. Rita Smith, Dean, Ingersoll Rand University

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Produktdetails

• Verlag: Wiley-Scrivener
• Seitenzahl: 240
• Erscheinungstermin: 25. September 2007
• Englisch
• ISBN-13: 9780470167090
• Artikelnr.: 37290869

Autorenporträt

Tom Gosselin is a consultant and instructor with more than twenty years of experience training executives, managers, and salespeople. He is a member of the National Speakers Association and his corporate clients include Philips, MCI, and ExxonMobil Research & Engineering, among others. For more information, visit www.practicalnegotiating.com.

Inhaltsangabe

Acknowledgments.
1 The Need for Negotiation.
Conflict in Our Lives.
Process of Exchange.
Introduction to Planning and Executing the Negotiation.
Audience for Practical Negotiating.
SECTION ONE: PLANNING THE NEGOTIATION.
2 Wants and Needs.
Win-Win Agreements.
Wants versus Needs.
Case Analysis.
Practical Application.
3 Setting Objectives and Determining Positions.
Needs and Objectives.
Creating a Needs/Objectives Matrix.
Determining Position and Settlement Range.
Practical Application.
4 Currencies and Concessions.
Currencies of Exchange.
Concessions.
Making Positive Exchanges.
Practical Application.
5 Power in Negotiation.
The Paradox of Power.
The Rule of Power in Negotiation.
Practical Application.
Case Analysis.
Practical Negotiating: Planning Guide-Part 1.
SECTION TWO: EXECUTING THE NEGOTIATION.
6 Negotiation Model: Stages with Critical Tasks.
Stages: The Negotiation Process Road Map.
Practical Application.
7 Negotiating Styles and Key Skills.
The Difference between Negotiation Styles and Skills.
Choosing the Best Overall Approach.
Negotiation Styles.
Key Skills.
Practical Application.
8 Win-Win Tactics.
Tactics Defined.
Win-Win Tactics.
Practical Application.
9 Adversarial Tactics and Countertactics.
Adversarial Tactics.
Practical Application.
10 Tactical Orientation.
How to Determine Your Tactical Orientation.
Tactical Orientation Continuum.
Practical Application.
11 Special Negotiation Situations.
Negotiating in Buy and Sell Situations.
Internal Negotiations.
Negotiating with Your Boss.
Team Negotiations.
Practical Application.7
12 Putting It All Together.
Practical Negotiating: Planning Guide-Annotated.
Conclusion.
Appendix A: Negotiation Style Survey.
Appendix B: Practical Negotiating: Planning Guide.
Step 1.
Step 2.
Step 3.
Step 4.
Step 5.
Step 6.
Step 7.
Step 8.
Notes.
Bibliography.
Index.

Rezensionen

"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating.? Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation." - Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work

"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense?prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this?great bible of?effective negotiating right near their desk and phone!"?
- Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay

"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations.?There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues." - Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them

"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical.?You can apply the process immediately. A handbook for life, it's?practical, thoughtful, and insightful." - Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company

"Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended." - Steve Hopkins, Publisher, Executive Times

"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation?of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field." - Keith G. Slater, former director of International Development, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools." - Dr. Rita Smith, Dean, Ingersoll Rand University.