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Real Negotiations

Good negotiation skills are increasingly relevant and important in all types of positions and professions including sales and marketing, purchasing, project management, HRM activities, supply chain management, service management, and much more.

 Real Negotiations focuses on must-have competences and knowledge, such as:

  • selecting the right negotiation...
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Good negotiation skills are increasingly relevant and important in all types of positions and professions including sales and marketing, purchasing, project management, HRM activities, supply chain management, service management, and much more.

 Real Negotiations focuses on must-have competences and knowledge, such as:

  • selecting the right negotiation strategy and what drives that choice
  • tactics at the negotiation table a hands-on approach to the negotiation process
  • intercultural and communication issues
  • the role of personality and cognitive biases
  • ethics and trust as value drivers
  • tools for preparing and evaluating negotiations

 Real Negotiations is written with students in mind, but is equally useful for current professionals

Forlag: Samfundslitteratur
Sprog: Engelsk
Illustreret: Ja
Skjul beskrivelse

Køb bogen

Bog (Softcover m. flapper)
1. udgave (2014), 
185 sider
Vejl. Pris
249,-
ISBN 9788759320242
E-bog (ePub)
1. udgave (2014), 
185 sider
Vejl. Pris
194,-
ISBN 9788759320617

Yderligere information

Words of thanks 7

Introduction 9

Chapter 1: Setting the scene 15

Chapter 2: Getting the basics right 25

Chapter 3: Choosing the right strategy 39

Chapter 4: Managing the negotiation process 63

Chapter 5: Communicating at the table 83

Chapter 6: The intercultural dimension at the table Complexity driver #1 109

Chapter 7: The role of personality at the table Complexity driver #2 133

Chapter 8: Cognitive biases at the table Complexity driver #3 147

Chapter 9: The importance of trust and ethical behaviour Complexity driver #4 155

Chapter 10: The toolbox 171

Bibliography 181

Index 183

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