Andrea Cordell

The Negotiation Handbook (eBook, ePUB)

• Format: ePub

Produktbeschreibung

The Negotiation Handbook is a useful guide for all those wanting to understand what tools and techniques may be applied to the negotiation process. The handbook has been subdivided into seven key sections, with each representing an important stage related to the Negotiation cycle. The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader.

This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques in order to ensure maximum benefit is achieved on behalf of their employers.

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 160
• Erscheinungstermin: 16. August 2018
• Englisch
• ISBN-13: 9781351239523
• Artikelnr.: 69035154

Autorenporträt

Andrea Cordell is a well-known international speaker and author on strategy, negotiation and procurement-related matters. She has worked in senior positions at several global organisations and is currently the managing director of Cordie Ltd, a leading sales and procurement training and consulting company.

Inhaltsangabe

List of figures
List of templates
Acknowledgements
Introduction
Phase 1: Preparation
Negotiation Strategy
Negotiation Team
Negotiation Agenda
Negotiation SWOT Analysis
Phase 2: Relationship Building
Building Rapport
Body Language
Neuro-Linguistic Programming (NLP)
Eye Accessing
Phase 3: Information Gathering
Questioning Techniques
BATNA
ZOPA
Negotiation Goals & Targets
Phase 4: Information Using
Tradeables and Straw Issues
First Offer
Negotiation Power
Personalities
Phase 5: Bidding
Persuasion Methods
Negotiation Tactics
Emotional Intelligence
Influencing
Phase 6: Closing the Deal
Thomas-Kilmann Conflict Mode Instrument
Subliminal Linguistics
Summarising & Ratification
Game Theory
Phase 7: Implementing the Deal
Negotiation Evaluation
Kolb's Experimental Learning Cycle
Cultural Dimensions
Handover and Contract Management
Templates and References
Templates/ Additional Guidance
Bibliography and Suggested Further Reading
Index

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List of figures; List of templates; Acknowledgements; Introduction; Phase 1: Preparation; Negotiation Strategy; Negotiation Team; Negotiation Agenda; Negotiation SWOT Analysis; Phase 2: Relationship Building; Building Rapport; Body Language; Neuro-Linguistic Programming (NLP); Eye Accessing; Phase 3: Information Gathering; Questioning Techniques; BATNA; ZOPA; Negotiation Goals & Targets; Phase 4: Information Using; Tradeables and Straw Issues; First Offer; Negotiation Power; Personalities; Phase 5: Bidding; Persuasion Methods; Negotiation Tactics; Emotional Intelligence; Influencing; Phase 6: Closing the Deal; Thomas-Kilmann Conflict Mode Instrument; Subliminal Linguistics; Summarising & Ratification; Game Theory; Phase 7: Implementing the Deal; Negotiation Evaluation; Kolb's Experimental Learning Cycle; Cultural Dimensions; Handover and Contract Management; Templates and References; Templates/ Additional Guidance; Bibliography and Suggested Further Reading; Index