Produktdetaljer
ISBN
9780815375548
Publisert
2018-08-28
Utgave
2. utgave
Utgiver
Vendor
Routledge
Vekt
249 gr
Høyde
234 mm
Bredde
156 mm
Aldersnivå
U, P, 05, 06
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
144
Forfatter
Om bidragsyterne
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.
Negotiation is an essential skill for all those operating commercially on behalf of their organisations. The ability to negotiate quotations, tenders, proposals, internal and external stakeholders, licensing agreements and so on, could form a critical part of any employee’s role, be it on the buy or supply side.The Negotiation Handbook is a useful guide for all those wanting to understand how to apply tools and techniques to the negotiation process. This handbook has been subdivided into seven key sections, each representing a key phase in the negotiation process. 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 and gain maximum benefit on behalf of their employers.
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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
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Produktdetaljer
ISBN
9780815375548
Publisert
2018-08-28
Utgave
2. utgave
Utgiver
Vendor
Routledge
Vekt
249 gr
Høyde
234 mm
Bredde
156 mm
Aldersnivå
U, P, 05, 06
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
144
Forfatter
Om bidragsyterne
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.