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Bezig met laden... You Can Negotiate Anything (1980)door Herb Cohen
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Meld je aan bij LibraryThing om erachter te komen of je dit boek goed zult vinden. Op dit moment geen Discussie gesprekken over dit boek. Este libro enseña a dirigir y organizar la vida, consiguiendo lo que se quiere; enseña qué hacer y cómo hacerlo. Desde las relaciones entre padres e hijos hasta los más complejos asuntos internacionales, la negociación siempre es un factor de primera importancia. Se trata de un proceso que podemos comprender y dirigir, una habilidad práctica en la que es posible adiestrarse para aumentar nuestras posibilidades de llegar a ser un triunfador. geen besprekingen | voeg een bespreking toe
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Yes, You Can Win! Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term "win-win" in 1963, he has been teaching people the world over how to get what they want in any situation. In clear, accessible steps, he reveals how anyone can use the three crucial variables of Power, Time, and Information to always reach a win-win negotiation. No matter who you're dealing with, Cohen shows how every encounter is a negotiation that matters. With the tools and skill sets he has devised, honed, and perfected over countless negotiations, the power of getting what you deserve is now a practical necessity you can fully master. Geen bibliotheekbeschrijvingen gevonden. |
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Google Books — Bezig met laden... GenresDewey Decimale Classificatie (DDC)158.5Philosophy and Psychology Psychology Applied Psychology NegotiatingLC-classificatieWaarderingGemiddelde:
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1. They don’t like the way it’s being used. It’s being employed in a manipulative, coercive, or domineering way; power over rather than power to. Power is being abused, and the criticism is valid.
2. They don’t approve of power’s goal. If the desired end or destination is considered corrupt and exploitative, even the most appropriate means won’t make that end acceptable.
Other than in these two instances, I see no objection to the use of power.” (Page 60 of 319)
“You never “complain,” but simply make your needs and circumstances known. (Page 311 of 319)
Numbered Chapters
1. What is negotiation
2. Almost everything is negotiable
3. Getting your feet wet
PART TWO THE THREE CRUCIAL VARIABLES
4. Power
5. Time
6. Information
PART THREE STYLES OF NEGOTIATING
7. Winning at all costs: Soviet Style
8. Negotiating for mutual satisfaction
9. More on the Win-Win technique
PART FOUR NEGOTIATING ANYTHING, ANY PLACE
10. Telephone negotiations and memos of agreement
11. Moving up
12. Taking it personally
Soviet Negotiating Style (Chapter 7)
1. Extreme initial positions. They always start with tough demands or ridiculous offers that affect the other side’s expectation level.
2. Limited authority. The negotiators themselves have little or no authority to
make any concessions.
3. Emotional Tactics They get red faces, raise their voices, and act exasperated ‐horrified that they are being taken advantage of. Occasionally they will stalk out of a meeting in a huff.
4. Adversary concessions viewed as weakness. Should you give in and concede them something, they are unlikely to reciprocate.
5. Stingy in their concessions. They delay making any concession and when they finally do, it reflects only a minuscule change in their position.
6. Ignore deadlines. They tend to be patient and act as though time is of no significance to them.
Their are many techniques outlined in the book, but I read a library copy in Hoopla, which does not allow copying of quotes, so my notes are more limited. I was quite annoyed with Hoopla. Kindle is much kinder to the reader.
- Kindle allows copying of quotes. If done on a Mac desktop it even includes a citation.
- Kindle allows viewing of highlights even after the library book is returned by making them visible in Goodreads. ( )