Téléchargez le livre : Beyond Dealmaking

Beyond Dealmaking

Five Steps to Negotiating Profitable Relationships

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Éditeur :

Jossey-Bass


Paru le : 2009-12-22



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Description

Getting to yes is not the same as getting results. In Beyond Dealmaking, international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today’s complex economic landscape is to ­negotiate solid long-term relationships.
Traditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn’t translate into sustainable profits. Any deal is as fragile as the paper it’s written on. Countless disputes arise and deals easily collapse when the negotiation ­process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled at a change in circumstances.
In five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to: Understand the Goals of all parties, beyond the immediate deal Develop Routes to maximize mutual benefit and promote synergy among the parties Build openness, trust, and common understanding through valid Arguments Benchmark Substitutes to keep relationships from growing stale or one-sided Increase your Persuasion through empathetic communication and genuine care
Filled with real-life examples of negotiations that have gone right and wrong, this ­groundbreaking book shows how fairness, honesty, empathy, flexibility, and mutual problem-­solving lead to sustainable success. By following the powerful five-step GRASP ­negotiation process, anyone can learn to negotiate in a way that is positive, exciting, and rewarding. Most importantly, they will learn that the greatest victories come not through fighting ­battles, but through building alliances.
Pages
304 pages
Collection
n.c
Parution
2009-12-22
Marque
Jossey-Bass
EAN papier
9780470471906
EAN PDF
9780470564271
Informations sur l'ebook
Nombre pages copiables
0
Nombre pages imprimables
304
Taille du fichier
1260 Ko
Ce livre est accessible aux handicaps Voir les informations sur l'accessibilité
Prix
19,99 €
EAN EPUB
9780470564295
Informations sur l'ebook
Nombre pages copiables
0
Nombre pages imprimables
304
Taille du fichier
645 Ko
Ce livre est accessible aux handicaps Voir les informations sur l'accessibilité
Prix
19,99 €

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