Pregovaranjem do uspjeha
The holistic approach advocated by the author avoids the false assumption that success is determined by what happens at the negotiating table.
Negotiating to success' follows four key stages of negotiation:
- First stage: Prepare for negotiation
- Second phase: Use key strategies and tactics during negotiations
- Third phase: Conclude the negotiation with a binding contract
- Stage four: Execute and evaluate your deal.
The book will also enable you to:
- perform a negotiation analysis that includes your reservation price and zone of potential agreement
- use a decision tree to evaluate alternatives to your negotiation
- rate your negotiation style
- increase your negotiating power
- make a decision on how to resolve ethical dilemmas during negotiations
- you use psychological tools - and avoid psychological traps - during negotiations
- rate your negotiation success.
Titel des Originals
Negotiating forsuccess: Essential strategies and skills
Übersetzung
Snježana Beronja
Editor
Đuro Njavro, Mato Njavro
Maße
21 x 14 cm
Seitenzahl
153
Verlag
Mate d.o.o, Zagreb, 2018.
Latein Schrift. Taschenbuch.
Sprache: Kroatisch.
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