The Trust Factor
Negotiating in SMARTnership
(Sprache: Englisch)
Offers deal-makers techniques to access mutually beneficial solutions that cannot make their way to the bargaining table without a cooperative strategy that enables the parties to together with mutual benefit and success.
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Offers deal-makers techniques to access mutually beneficial solutions that cannot make their way to the bargaining table without a cooperative strategy that enables the parties to together with mutual benefit and success.
Klappentext zu „The Trust Factor “
Deal-makers who are stuck on the traditional path define success as concluding a transaction at the cheapest possible acquisition cost. This approach takes only two variables into account: price and quantity. Haggling for the cheapest price is really not negotiation at all, according to Jensen's way of thinking. He suggests these people are not really aware of the process that can yield a mutually beneficial result, enhancing the value of the take-away for both parties. Haggling for the deepest discount eliminates the magic ingredients that expand the room to negotiate and, consequently, the range of variables the delegates have to work with in order to make the pie bigger. The magic ingredients are trust and cooperation.Jensen shows negotiating parties to:
1. Operate from a position of trust, committed to the discovery of mutual gain
2. Bargain constructively, using transparent, two-way communication
3. Leverage the differences between the parties
4. Cooperate to reduce risk and improve the utilization of resources
Inhaltsverzeichnis zu „The Trust Factor “
PART I: THE 3-LEGGED STOOL - TRUST, BEHAVIORAL ECONOMICS, AND NEGOTIATION1. A New Paradigm for Commercial Relationships 2. Behavioral Economics in Deal-Making 3. The Trust Factor: The Keystone of NegoEconomics PART II: DEFINING THE RULES OF THE GAMES, ARTICULATING A NEGOTIATION STRATEGY, AND MAKING THE PIE BIGGER 4. Rules of the Game: Defining and Setting Expectations 5. Preparation and Analysis Prior to Bargaining the First 5 Phases of the Negotiation Process 6. Creating A Culture of Trust and Openness 7. Where the 'Bigger' Comes From: Expanding the Range of NegoEconomic Potential PART III: DIVIDING THE BIGGER PIE, MAKING THE DEAL, AND DEFINING THE FUTURE 8. Style Choices 9. Sealing the Deal - the Second 5 Phases of the Negotiation Process 10. How Big is My Piece? - How the Added Value is Shared 11. Dealing with Stress, Threats, and Bluffing 12. Make the Pie Bigger and Nobody Loses Conclusion: Restoring Trust to the Marketplace It All Starts with You
Autoren-Porträt von Keld Jensen
Keld Jensen
Bibliographische Angaben
- Autor: Keld Jensen
- 2013, 262 Seiten, Maße: 15 x 24,2 cm, Gebunden, Englisch
- Keld Jensen
- Verlag: Macmillan Education
- ISBN-10: 1137332255
- ISBN-13: 9781137332257
- Erscheinungsdatum: 16.12.2013
Sprache:
Englisch
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