An edition of Negotiate at home and abroad
(2015)
Negotiate at home and abroad
by John Mattock
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Last edited by Alice Kirk
April 2, 2015 | History
NEGOTIATE AT HOME AND ABROAD is a ‘how to’ manual for any negotiator – the beginner seeking basic frameworks, processes and tools, or the old hand wanting fresh insights into what works, how and why...because the learning never stops! The extra dimension, ‘abroad’, offers Dos & Don’ts for those who have dealings in a global context: building trust with people and institutions across cultural gaps, balancing detail in the tasks (buying, selling, fixing details in the contract) against the all-important factors of perception, values and communication.
You can download the book via the link below.
Publish Date
2015
Publisher
Bookboon.com
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Book Details
Table of Contents
Content
1. Principles & people
1.1. Key concepts
1.2. Attitudes & skills
1.3. Look in the mirror
2. Process & protocol
2.1. Where the real power lies
2.2. Five phases
2.3. Personality profile
3. Preparation & planning
3.1. Look at it from all sides
3.2. Do some research
3.3. Decisions in the dressing room
4. Enquiry & exploration
4.1. Set a tone of collaboration
4.2. What’s all this about questions???
4.3. Quizzes
5. Revision & repackaging
5.1. Take stock of what you have learned
5.2. Give-and-take
6. Proposal & pitching
6.1. Being credible, clear and convincing
6.2. Clarity
6.3. Conviction
7. Bargaining not bullying
7.1. Rituals & principles
7.2. Increments & closing
7.3. Dirty tricks
8. Final Thoughts
8.1. Summary
8.2. Further reading & training
8.3. Spread the word
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| April 2, 2015 | Edited by Alice Kirk | Edited without comment. |
| April 2, 2015 | Created by Alice Kirk | Added new book. |