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Author : Patrick Forsyth
Publisher :
ISBN 13 : 9788173140334
Total Pages : 108 pages
Book Rating : 4.1/5 (43 download)
Download or read book The Negotiators Pocketbook written by Patrick Forsyth and published by . This book was released on 1993 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Patrick Forsyth
Publisher : Management Pocketbooks
ISBN 13 : 9781579220051
Total Pages : 0 pages
Book Rating : 4.2/5 (2 download)
Download or read book The Negotiator's Pocketbook written by Patrick Forsyth and published by Management Pocketbooks. This book was released on 2000-04 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A quickly assimilated, comprehensive guide to the negotiation process. Covers the fundamentals of negotiation, preparation, essential techniques, managing the process, and interpersonal behavior.
Author : Patrick Forsyth
Publisher : Management Pocketbooks
ISBN 13 : 1907077375
Total Pages : 114 pages
Book Rating : 4.9/5 (7 download)
Download or read book Negotiator's Pocketbook written by Patrick Forsyth and published by Management Pocketbooks. This book was released on 2015-09-16 with total page 114 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the first of several books that Patrick Forsyth has written in the Pocketbooks Series (see also The Sales Excellence Pocketbook next page) and continues to be a firm favourite with our customers. Negotiation is a skill that you need to learn and practise; The Negotiator's Pocketbook will help you do both. A quickly assimilated, comprehensive guide to the negotiation process, it covers the fundamentals of negotiation, preparation, essential techniques, managing the process and interpersonal behaviour. 'It's the sort of thing you should keep in your car and reread in the car park just before going into a meeting', concluded one magazine reviewer.
Author : Patrick Forsyth
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (69 download)
Download or read book The Negotiator's Pocketbook written by Patrick Forsyth and published by . This book was released on 2000 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Simon Hazeldine
Publisher : Cabal Group Limited
ISBN 13 : 1905430140
Total Pages : 128 pages
Book Rating : 4.9/5 (54 download)
Download or read book Bare Knuckle Negotiating written by Simon Hazeldine and published by Cabal Group Limited. This book was released on 2006-04 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written by a veteran salesman and negotiator with a track record spanning millions of pounds in sealed deals, this book draws on the most advanced techniques used today by elite negotiators and professional influencers.
Author : Anthony J Drew
Publisher : Ogilvie Ross
ISBN 13 :
Total Pages : 29 pages
Book Rating : 4./5 ( download)
Download or read book The Negotiator's Pocket Book written by Anthony J Drew and published by Ogilvie Ross. This book was released on 2015-03-22 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is designed to act as a handy reference for all elements of any form of negotiation. It contains a planning guide, including key planning tools for both individual and team negotiations, a framework for execution and review and an overview of some of the key gambits most negotiators face.
Author : Max A. Eggert
Publisher : Management Pocketbooks
ISBN 13 : 1908284277
Total Pages : 131 pages
Book Rating : 4.9/5 (82 download)
Download or read book Body Language Pocketbook written by Max A. Eggert and published by Management Pocketbooks. This book was released on 2012-01-01 with total page 131 pages. Available in PDF, EPUB and Kindle. Book excerpt: Body language is a powerful communicator. The facial expressions we adopt, the way in which we stand or sit and how we use our hands and arms are the 'syntax' of the language. They add clarity and detail to the spoken words. Knowledge of body language not only helps you to interpret what other people are saying and how they are thinking and feeling, it also helps you become a more effective and decisive communicator. The Body Language Pocketbook explains how you can apply non-verbal communications techniques to build rapport, motivate and persuade people, and improve your interpersonal skills. Illustrated throughout, and with a fun quiz at the end to help re-cap your learning.
Author : Roger E. Jones
Publisher : Management Pocketbooks
ISBN 13 : 1908284323
Total Pages : 115 pages
Book Rating : 4.9/5 (82 download)
Download or read book Key Account Manager's Pocketbook written by Roger E. Jones and published by Management Pocketbooks. This book was released on 2013-01-01 with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.
Author :
Publisher : Routledge
ISBN 13 : 1136684085
Total Pages : 322 pages
Book Rating : 4.1/5 (366 download)
Download or read book Estimator's Pocket Book written by and published by Routledge. This book was released on 2013-06-03 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Estimator’s Pocket Book is a concise and practical reference covering the main pricing approaches, as well as useful information such as how to process sub-contractor quotations, tender settlement and adjudication. It is fully up-to-date with NRM2 throughout, features a look ahead to NRM3 and describes the implications of BIM for estimators. It includes instructions on how to handle: the NRM order of cost estimate; unit-rate pricing for different trades; pro rata pricing and dayworks; builders’ quantities; approximate quantities. Worked examples show how each of these techniques should be carried out in clear, easy-to-follow steps. This is the indispensible estimating reference for all quantity surveyors, cost managers, project managers and anybody else with estimating responsibilities. Particular attention is given to NRM2, but the overall focus is on the core estimating skills needed in practice.
Author : Raymond Saner
Publisher : Martinus Nijhoff Publishers
ISBN 13 : 9004233903
Total Pages : 291 pages
Book Rating : 4.0/5 (42 download)
Download or read book The Expert Negotiator, 4th Revised Edition written by Raymond Saner and published by Martinus Nijhoff Publishers. This book was released on 2012-05-31 with total page 291 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two thirds of negotiation practice is learnable. The author treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves.
Author : Ian Fleming
Publisher : Management Pocketbooks
ISBN 13 : 1906610770
Total Pages : 112 pages
Book Rating : 4.9/5 (66 download)
Download or read book People Manager's Pocketbook written by Ian Fleming and published by Management Pocketbooks. This book was released on 2016-02-12 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over 25,000 copies sold! Fully revised and updated, the new, 3rd edition of People Manager’s Pocketbook is out now. It’s full of practical techniques for dealing with all sorts of tricky situations, such as: You’re managing someone fifteen years older than you with different ideas about how things should be done;You find out one of your team is moaning about you on social media;You are asked to implement a policy you strongly disagree with;You have to give someone bad news.
Author : Duncan Cartlidge
Publisher : Taylor & Francis
ISBN 13 : 1040034640
Total Pages : 312 pages
Book Rating : 4.0/5 (4 download)
Download or read book Estimator’s Pocket Book written by Duncan Cartlidge and published by Taylor & Francis. This book was released on 2024-06-03 with total page 312 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Estimator’s Pocket Book, Third Edition is a concise and practical reference covering the main approaches to pricing, as well as useful information such as how to process sub-contractor quotations, tender settlement and adjudication. It is fully up to date with the New Rules of Measurement (NRM2) (2nd Edition) throughout and based on up-to-date wage rates, legislative changes and guidance notes. The book includes instructions on how to carry out: · an NRM order of cost estimate, · unit-rate pricing for a range different trades, · pro rata pricing for variations, and · the preparation and pricing of builders’ quantities and approximate quantities. This book is an essential source of reference for quantity surveyors, cost managers, project managers and anybody else with estimating responsibilities.
Author : Alan Evans
Publisher : Management Pocketbooks
ISBN 13 : 1908284137
Total Pages : 132 pages
Book Rating : 4.9/5 (82 download)
Download or read book Icebreakers Pocketbook written by Alan Evans and published by Management Pocketbooks. This book was released on 2015-09-16 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Icebreakers Pocketbook contains some 40 original activities that will enable trainers to add impact to their training workshops. The activities are grouped together according to their suitability for particular areas of training - for example: assertiveness, communication, coaching & mentoring, people management, teams and trainer training. For each activity the authors describe the aims, outcomes and relevance of the learning, and provide full user instructions along with information on timing, number of participants, materials required, necessary trainer knowledge and possible variations. Most of the activities take between 10 and 30 minutes to complete. There are those suitable for small groups and those appropriate for any number of people. A good read.
Author : Ralph A. Johnson
Publisher : SAGE
ISBN 13 : 0803940521
Total Pages : 187 pages
Book Rating : 4.8/5 (39 download)
Download or read book Negotiation Basics written by Ralph A. Johnson and published by SAGE. This book was released on 1993 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: "It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.
Author : Harvard Business Review
Publisher : Harvard Business Press
ISBN 13 : 1633697762
Total Pages : 186 pages
Book Rating : 4.6/5 (336 download)
Download or read book HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) written by Harvard Business Review and published by Harvard Business Press. This book was released on 2019-04-30 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
Author : Russell Korobkin
Publisher : Aspen Publishing
ISBN 13 : 1454846100
Total Pages : 973 pages
Book Rating : 4.4/5 (548 download)
Download or read book Negotiation written by Russell Korobkin and published by Aspen Publishing. This book was released on 2014-12-09 with total page 973 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts. Features: Restructured treatment of the psychology of persuasion Part III framed to emphasize the critical importance of the relationship between negotiators Treatment of “trust” expanded with more discussion of extensive experimental data New treatment of the how to deal with the negative emotions that result from conflict Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation The purchase of this Kindle edition does not entitle you to receive 1-year FREE digital access to the corresponding Examples & Explanations in your course area. In order to receive access to the hypothetical questions complemented by detailed explanations found in the Examples & Explanations, you will need to purchase a new print casebook.
Author : Kathleen Reardon
Publisher : John Wiley & Sons
ISBN 13 : 1118919246
Total Pages : 254 pages
Book Rating : 4.1/5 (189 download)
Download or read book The Skilled Negotiator written by Kathleen Reardon and published by John Wiley & Sons. This book was released on 2014-01-31 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: In The Skilled Negotiator Kathleen Reardon engagingly describes how to expand on negotiation strategies and develop language skills to enhance success in negotiation. The book is filled with real-life examples revealing how to detect subtleties in manner and speech that negotiation novices fail to notice. You'll learn how to identify the 'choice points' that occur during negotiations, how to influence and redirect the conversation to address what you need and ultimately get what you want. The author helps you: Identify your negotiation style and its limitations Use language strategically whether you're being subtle or direct Recognize deception and manage it Position and persuade artfully Effectively negotiate one-on-one and in teams Deal constructively with your own and others—heated emotions
