The Truth About Negotiations
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The Truth About Negotiations
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Author : Leigh L. Thompson
language : en
Publisher: FT Press
Release Date : 2008
The Truth About Negotiations written by Leigh L. Thompson and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Business & Economics categories.
“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.
The Truth About Negotiations
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Author : Leigh L. Thompson
language : en
Publisher: FT Press
Release Date : 2013-06-26
The Truth About Negotiations written by Leigh L. Thompson and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06-26 with Business & Economics categories.
Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information. Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love. Thompson guides you every step of the way, helping you plan strategy, understand your “best alternative to a negotiated agreement,” make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the goals that matter most.
The Truth About Win Win Negotiating
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Author : Leigh L. Thompson
language : en
Publisher: Pearson Education
Release Date : 2010-07-29
The Truth About Win Win Negotiating written by Leigh L. Thompson and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-07-29 with Business & Economics categories.
This is the eBook version of the printed book. This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. What “win-win” negotiation really means—and how to put it to work for you Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win. Yet some people think that simply means reaching any agreement. Others think it’s a negotiation that leaves all parties still speaking. Still others think it means dividing everything equally down the middle. Although all these outcomes are desirable, none captures the central concept of a win-win negotiation...
The Truth About Negotations
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Author : Thompson
language : en
Publisher: Pearson Education India
Release Date : 2007-09
The Truth About Negotations written by Thompson and has been published by Pearson Education India this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-09 with categories.
The Truth About Negotiating On The Phone
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Author : Leigh L. Thompson
language : en
Publisher: Pearson Education
Release Date : 2010-09-13
The Truth About Negotiating On The Phone written by Leigh L. Thompson and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-09-13 with Business & Economics categories.
This is the eBook version of the printed book. This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. Practical strategies for building rapport on the phone, getting “in sync,” and negotiating more successfully. When you negotiate on the phone, you lose kinetic and visual information feeds: you rely on linguistic cues and paralinguistic cues only. For this reason, people often have a harder time establishing rapport — the feeling that you’re “on the same wavelength.” If you find yourself negotiating on the phone, think about how to develop rapport with the counterparty. Here are some strategies...
The Truth About Negotiating With Someone You Hate Or Love
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Author : Leigh L. Thompson
language : en
Publisher: Pearson Education
Release Date : 2010-08-31
The Truth About Negotiating With Someone You Hate Or Love written by Leigh L. Thompson and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-31 with Business & Economics categories.
This is the eBook version of the printed book. This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. How to negotiate successfully with people you can’t stand — and people you can’t resist. You will almost certainly have to negotiate with some people who have pathological personalities. Medicating them is not an option, so what can you do? Replace “D” (dispositional) statements with “B” (behavioral) statements. Label your feelings, not people. Change your behaviors, not your feelings. Let’s take each of these points in turn...
The Truth About Effectively Preparing For Negotiations
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Author : Leigh L. Thompson
language : en
Publisher: Pearson Education
Release Date : 2010-08-31
The Truth About Effectively Preparing For Negotiations written by Leigh L. Thompson and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-31 with Business & Economics categories.
This is the eBook version of the printed book. This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. Preparing effectively for negotiations even if you only have an hour... or a minute! Sometimes you have significant time to prepare for a negotiation. Other times you get blindsided: You get a call from an old friend with a “hot” opportunity. Or you receive a disturbing email from a colleague claiming resources you believe are yours. Or your assistant threatens to leave unless you give her a raise. Even if you’ve got only moments, take these crucial steps...
Negotiating To Win
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Author : Richard Templar
language : en
Publisher: FT Press
Release Date : 2012-05-04
Negotiating To Win written by Richard Templar and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-04 with Business & Economics categories.
Negotiate and communicate to get what you want—no matter who’s on the other side of the table! Four great books show you how to negotiate, persuade, influence…get what you want! In How to Get What You Want…Without Having to Ask, best-selling author Richard Templar brings his inimitable blend of originality, imagination, wisdom, and straight talk to the challenges of getting people to say “yes” to you! Templar offers up to 100 clever, simple, pain-free techniques for becoming the kind of person people want to support…helping people say yes…saying just the right thing if you do need to ask! Next, in How to Argue, leading lawyer Jonathan Herring reveals the secrets and subtleties of making your case and winning hearts and minds. Herring covers everything from making your point more crisply to keeping your cool in heated situations. In The Truth About Negotiations, Leigh L. Thompson teaches 53 proven negotiation principles and bite-size, easy-to-use techniques that work. You’ll learn how to prepare within one hour…negotiate with friends, colleagues, and spouses…master the win-win litmus test…become a truly world-class negotiator. Finally, in The Art of Asking: Ask Better Questions, Get Better Answers, Terry J. Fadem reveals the core questions that every manager needs to master...shows how to avoid the mistakes business questioners make most often...identifies ten simple rules for asking every question more effectively. You’ll learn how to ask tough questions and take control of tough situations... use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track! From world-renowned leaders in business negotiation and communication, including Richard Templar, Jonathan Herring, Leigh L. Thompson, and Terry J. Fadem
Learn Successful Sales And Negotiation Tips Collection
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Author : Reed K. Holden
language : en
Publisher: FT Press
Release Date : 2013-08-14
Learn Successful Sales And Negotiation Tips Collection written by Reed K. Holden and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-08-14 with Business & Economics categories.
This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for: Resisting discounting, and keeping value at the forefront of negotiations Implementing targeted tactics to protect hard-earned profits Negotiating with price buyers, relationship buyers, value buyers, and "poker players" The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson:¿ Provides realistic game plans that work in any negotiation situation Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love, and who love you¿
The Truth About Negotiating On The Phone
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Author : Leigh Thompson
language : en
Publisher:
Release Date : 1900
The Truth About Negotiating On The Phone written by Leigh Thompson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1900 with categories.
This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. Practical strategies for building rapport on the phone, getting ""in sync, "" and negotiating more successfully. When you negotiate on the phone, you lose kinetic and visual information feeds: you rely on linguistic cues and paralinguistic cues only. For this reason, people often have a harder time establishing rapport-the feeling that you're ""on the same wavelength."" If you find yourself negotiating on the phone, think about how to develop rapport with th.