| Description |
1 online resource |
| Contents |
Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want; Contents; Introduction; I: The People in the Process; 1 Valuing Mutuality, Proactivity, and R.E.S.P.E.C.T.; Mutuality; Proactivity; R.E.S.P.E.C.T; Mutuality, Proactivity, and R.E.S.P.E.C.T. Summary; 2 Reviewing Human Fundamentals; False Self and True Self; Centricities; Reviewing Human Fundamentals Summary; 3 Expanding Emotional Intelligence; Self-Awareness; Self-Management; Social Awareness; Managing Relationships; Expanding Emotional Intelligence Summary; Case Study |
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4 Working with Negotiating StylesDoer-Task-Oriented; Thinker-Task-Oriented; Talker-People-Oriented; Guardian-People-Oriented; Working with Negotiating Styles Summary; Unfolding Case Study; 5 Integrating Six Principles of Ethical Influence; The Principle of Reciprocity; The Principle of Liking; The Principle of Social Proof; The Principle of Authority; The Principle of Consistency; The Principle of Scarcity; Integrating the Six Principles of Influence Summary; 6 Dissolving Conflict; Code of Conduct; Conflict Escalation; Conflict De-Escalation; Dissolving Conflict Summary |
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7 Presenting Your CaseWhy People Buy; Image, Productivity, and/or Profitability; Numb-Pain-Ready to Act; Reception Challenges; Doer as Presenter; Thinker as Presenter; Talker as Presenter; Guardian as Presenter; Summary of Behavior Styles as Presenters; Setting Direction-4 A's; Summary of Behavioral Styles 4 A's Satisfaction Points; Using Your Voice-The 6 P's; Competence and Confidence; Composed Beginning; Strong Stride; Leader's Stance; Breathe; Eye Connection; Expressive Face; Body Language and Gestures; Presenting Your Case Summary; II: The Negotiating Process |
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8 Understanding Negotiation FundamentalsNegotiation Fundamentals; Assumptions; Information Is Power; Disclosure Establishes Trust; Overly Competitive = Lose-Lose; Trading Value-Concessions; Creative Thinking; Understanding Negotiation Fundamentals Summary; 9 Creating Range and Alternatives; Wish; Starting Point; Who Names the Number First?; Bottom Line; BATNA-Best Alternative to a Negotiated Agreement; WATNA-Worst Alternative to a Negotiated Agreement; Creating Range and Alternatives Summary; 10 Concretizing "Why," "What," and "How"; Why, What, and How; Concretizing Why, What, and How Summary |
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11 Preparing for Your SessionUniting Your Team; Preparing for Your Session Summary; 12 Discovering All Sides; Discovery Phase; Skills for Use in Discovery; Discovery Phase Summary; 13 Checking In Before Moving On; Check-in Phase; Check In Before Moving On Summary; 14 Trading for Mutual Gain; Trade Phase; Trading for Mutual Gain Summary; 15 Evaluating for Improvement; Evaluate Phase; Evaluating for Improvement Summary; 16 Disposing of Tactics; Exposing Tactics; The Use of Tactics; Disposing of Tactics Summary; 17 Practicing for Life; Appendix; Index |
| Summary |
"How to execute win-win negotiations every time, in business and in life Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties. Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict Spells out the six principles of ethical influence Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time"-- Provided by publisher |
| Notes |
Includes index |
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Print version record and CIP data provided by publisher |
| Subject |
Negotiation in business.
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Negotiation.
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Conflict management.
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Emotional intelligence.
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negotiation.
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negotiating.
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BUSINESS & ECONOMICS -- Negotiating.
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BUSINESS & ECONOMICS -- General.
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Conflict management
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Emotional intelligence
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Negotiation
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Negotiation in business
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| Form |
Electronic book
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| LC no. |
2013035432 |
| ISBN |
9781118837023 |
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1118837029 |
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9781118836934 |
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1118836936 |
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1306140978 |
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9781306140973 |
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