04198nam a2200841 a 4500 EBC876625 MiAaPQ 20250821120506.0 m o d | cr cn |||m|||a 110824s2011 nyu foab 001 0 eng d 9781606493069 (pbk.) 9781606493076 (electronic bk.) 10.4128/9781606493076 doi 2 BEP (MiAaPQ)EBC876625 (Au-PeEL)EBL876625 (CaPaEBR)ebr10489098 (CaONFJC)MIL824736 (OCoLC)755884943 MiAaPQ MiAaPQ MiAaPQ BF637.N4 K674 2011 302.3 22 Korda, Philippe. 402217 The five golden rules of negotiation [electronic resource] / Philippe Korda. 1st ed. [New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2011. 1 electronic text (xi, 206 p.) : digital file. Human resource management and organizational behavior collection, 1946-5645 Includes bibliographical references (p. [197]) and index. Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice -- Notes -- Index. Access restricted to authorized users and institutions. Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully. Also available in print. Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries. Mode of access: World Wide Web. System requirements: Adobe Acrobat reader. Title from PDF t.p. (viewed on August 24, 2011). Negotiation. 35812 negotiation margin purchasing buyers sellers sales price market concessions target price customer supplier offer balance of power influence deadline risk bid demand request opponent defend negotiation skills bluff negotiation strategy negotiation tricks negotiation tactics tender request for proposal Electronic books. 35142 Print version: 9781606493069 Human resource management and organizational behavior collection, 1946-5645. 402218 https://ebookcentral.proquest.com/lib/kuct-ebooks/detail.action?docID=876625 Click to View 283232 283232