We Have a Deal: How to Negotiate with Intelligence, Flexibility and Power
Reynolds, Natalie
We Have a Deal: How to Negotiate with Intelligence, Flexibility and Power - London Icon Books Ltd. 2016 - 292p
Introduction
Part I: Getting Started
1. Why Negotiation Matters
2. Common Negotiation Mistakes
Part II: The DEALS Method
3. Discover
4. Establish
5. Ask
6. Lead
7. Seal
Part III: People Negotiate with People
8. The Balance of Power
9. The Psychology of Negotiation
Part IV: Overcoming Obstacles
10. Objections, Lies and Emotional Responses
11. Is Negotiation a Man’s Game?
12. It’s a Cultural Thing
Part V: Tools and Further Reading
Negotiation Tactics: Reference Guide
Further Reading
9781785780325
Business Communication
Negotiation in Business
658.4052 / REY
We Have a Deal: How to Negotiate with Intelligence, Flexibility and Power - London Icon Books Ltd. 2016 - 292p
Introduction
Part I: Getting Started
1. Why Negotiation Matters
2. Common Negotiation Mistakes
Part II: The DEALS Method
3. Discover
4. Establish
5. Ask
6. Lead
7. Seal
Part III: People Negotiate with People
8. The Balance of Power
9. The Psychology of Negotiation
Part IV: Overcoming Obstacles
10. Objections, Lies and Emotional Responses
11. Is Negotiation a Man’s Game?
12. It’s a Cultural Thing
Part V: Tools and Further Reading
Negotiation Tactics: Reference Guide
Further Reading
9781785780325
Business Communication
Negotiation in Business
658.4052 / REY