Building Excellence In Commercial Negotiation

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Building Excellence in Commercial Negotiation

Author : Stephen Mallaband
Publisher :
ISBN 13 : 9781781488805
Total Pages : 196 pages
Book Rating : 4.4/5 (888 download)

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Book Synopsis Building Excellence in Commercial Negotiation by : Stephen Mallaband

Download or read book Building Excellence in Commercial Negotiation written by Stephen Mallaband and published by . This book was released on 2014-11-17 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Building Excellence in Commercial Negotiation Highly effective negotiation skills are essential in today's business world, but negotiation can be one of the most difficult things to master. Designed to meet the needs of both buyers and sellers, Building Excellence in Commercial Negotiation provides a step-by-step guide to the whole field of commercial negotiation - from bid to contract and beyond. Written around a case study in an engaging style, this book sets out, for example, that "all prices are fictitious"; "win-win is not always right"; and "nothing is agreed until everything is agreed." Anyone who puts into practice what they learn from this book will be able to go out and negotiate much better deals, adding real value to their organisation. Building Excellence in Commercial Negotiation is part of the Counterpoint Courses Building Excellence Series, which offers a concise summary of current best practice in the fields of procurement, communication and commercial negotiation.

Negotiation Excellence: Successful Deal Making (2nd Edition)

Author : Michael Benoliel
Publisher : World Scientific
ISBN 13 : 9814556963
Total Pages : 534 pages
Book Rating : 4.8/5 (145 download)

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Book Synopsis Negotiation Excellence: Successful Deal Making (2nd Edition) by : Michael Benoliel

Download or read book Negotiation Excellence: Successful Deal Making (2nd Edition) written by Michael Benoliel and published by World Scientific. This book was released on 2014-09-16 with total page 534 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Strategic Negotiation: Building Organizational Excellence

Author : Joshua Gordon
Publisher : Taylor & Francis
ISBN 13 : 1000837564
Total Pages : 192 pages
Book Rating : 4.0/5 (8 download)

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Book Synopsis Strategic Negotiation: Building Organizational Excellence by : Joshua Gordon

Download or read book Strategic Negotiation: Building Organizational Excellence written by Joshua Gordon and published by Taylor & Francis. This book was released on 2023-06-30 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Empowering organizations to thrive, this book provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.

Negotiation Excellence

Author : Michael Benoliel
Publisher :
ISBN 13 : 9789814556958
Total Pages : pages
Book Rating : 4.5/5 (569 download)

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Book Synopsis Negotiation Excellence by : Michael Benoliel

Download or read book Negotiation Excellence written by Michael Benoliel and published by . This book was released on 2014 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm. Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Mastering Business Negotiation

Author : Roy J. Lewicki
Publisher : John Wiley & Sons
ISBN 13 : 1118046943
Total Pages : 315 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Mastering Business Negotiation by : Roy J. Lewicki

Download or read book Mastering Business Negotiation written by Roy J. Lewicki and published by John Wiley & Sons. This book was released on 2011-01-11 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

Getting (More Of) What You Want

Author : Margaret A. Neale
Publisher : Profile Books
ISBN 13 : 1782831061
Total Pages : 375 pages
Book Rating : 4.7/5 (828 download)

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Book Synopsis Getting (More Of) What You Want by : Margaret A. Neale

Download or read book Getting (More Of) What You Want written by Margaret A. Neale and published by Profile Books. This book was released on 2015-07-02 with total page 375 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.

A Short Course in International Negotiating

Author : Jeffrey E. Curry
Publisher : World Trade Press
ISBN 13 : 9781885073518
Total Pages : 200 pages
Book Rating : 4.0/5 (735 download)

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Book Synopsis A Short Course in International Negotiating by : Jeffrey E. Curry

Download or read book A Short Course in International Negotiating written by Jeffrey E. Curry and published by World Trade Press. This book was released on 1999 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides the foundation for successful international negotiations. Whether buying a suitcase of sweaters in the Andes or negotiating a joint venture factory in China that will employ 3,000 workers, this book will prove to be invaluable.

Business Negotiation

Author : Paul T Steele
Publisher : Routledge
ISBN 13 : 1351954016
Total Pages : 208 pages
Book Rating : 4.3/5 (519 download)

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Book Synopsis Business Negotiation by : Paul T Steele

Download or read book Business Negotiation written by Paul T Steele and published by Routledge. This book was released on 2017-03-02 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Getting to grips with negotiation quickly is straightforward and easy with this practical guide. Written in simple language, with a host of practical exercises to support the text, it is designed for any negotiator who wants to develop their knowledge, increase confidence and develop skills. Starting by demonstrating the importance negotiation plays in both commercial and interpersonal relationships, Business Negotiation then takes the reader through 20 developmental steps which cover: objective setting and planning; the first phases of negotiation; managing movement; and completing the deal. Each step features a knowledge and skill building exercise, tips and techniques including: ¢ Example scripts ¢ Negotiation tactics ¢ Practical exercises ¢ Dilemmas and suggested solutions ¢ Key points. In a highly interactive style, this book provides a learning route to skilled negotiation. Written by experts in the field of negotiation, it gives a clear picture of all aspects of the subject and arms the reader with a wealth of ideas and examples for their next negotiation.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Quantum Negotiation

Author : Karen S. Walch
Publisher : John Wiley & Sons
ISBN 13 : 1119374901
Total Pages : 195 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Quantum Negotiation by : Karen S. Walch

Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-11-20 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.

Strategic Negotiation: Building Organizational Excellence

Author : Joshua Gordon
Publisher : Taylor & Francis
ISBN 13 : 100083753X
Total Pages : 205 pages
Book Rating : 4.0/5 (8 download)

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Book Synopsis Strategic Negotiation: Building Organizational Excellence by : Joshua Gordon

Download or read book Strategic Negotiation: Building Organizational Excellence written by Joshua Gordon and published by Taylor & Francis. This book was released on 2023-06-30 with total page 205 pages. Available in PDF, EPUB and Kindle. Book excerpt: Empowering organizations to thrive, this book provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.

Breakthrough Business Negotiation

Author : Michael Watkins
Publisher : John Wiley & Sons
ISBN 13 : 9780787965235
Total Pages : 320 pages
Book Rating : 4.9/5 (652 download)

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Book Synopsis Breakthrough Business Negotiation by : Michael Watkins

Download or read book Breakthrough Business Negotiation written by Michael Watkins and published by John Wiley & Sons. This book was released on 2002-08-29 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. Watkins also explains how to prevent disputes from poisoning deals.

ART OF NEGOTIATION

Author :
Publisher : Anthony Daccache
ISBN 13 :
Total Pages : 29 pages
Book Rating : 4./5 ( download)

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Book Synopsis ART OF NEGOTIATION by :

Download or read book ART OF NEGOTIATION written by and published by Anthony Daccache. This book was released on with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the dynamic and interconnected world we live in, negotiation has become an essential skill for achieving success in various aspects of life. Whether you're a business professional, a diplomat, a lawyer, or even an everyday individual navigating personal relationships, the ability to negotiate effectively can significantly impact your outcomes. In "Mastering the Art of Negotiation: Strategies for Success," acclaimed negotiation expert and author delve into the fascinating realm of negotiation, providing readers with invaluable insights and practical techniques to enhance their negotiation skills and achieve optimal results. Drawing from extensive research, real-world case studies, and personal experiences, this book offers a comprehensive guide that covers all facets of negotiation, from preparation to execution. Readers will learn how to: Understand the fundamentals of negotiation: Explore the underlying principles and theories that form the foundation of successful negotiation. Gain an understanding of the various negotiation styles and approaches and learn how to adapt them to different scenarios. Prepare strategically: Discover the importance of thorough preparation and learn how to analyze the interests, needs, and motivations of all parties involved. Develop effective strategies to set objectives, identify potential barriers, and craft compelling arguments. Build rapport and communicate effectively: Master the art of active listening, empathy, and non-verbal communication to establish trust and foster positive relationships with counterparts. Learn how to articulate your ideas persuasively and negotiate collaboratively. Overcome challenges and resolve conflicts: Explore techniques for managing conflicts, handling difficult personalities, and finding creative solutions that satisfy the interests of all parties. Gain insights into managing emotions and maintaining composure during high-stakes negotiations. Negotiate in different contexts: Explore the unique challenges and considerations in negotiating across various domains, including business, legal, international diplomacy, and personal relationships. Discover strategies for negotiating deals, resolving disputes, and managing complex negotiations. Close deals and achieve win-win outcomes: Learn effective closing techniques and how to secure agreements that maximize value for all parties involved. Understand the importance of building long-term relationships and maintaining integrity throughout the negotiation process.

Creative Conflict

Author : Bill Sanders
Publisher : Harvard Business Press
ISBN 13 : 1633699501
Total Pages : 162 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Creative Conflict by : Bill Sanders

Download or read book Creative Conflict written by Bill Sanders and published by Harvard Business Press. This book was released on 2021-06-15 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is stuck. It's time for something new. Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser? Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance. In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.

Negotiation as corporate skill

Author : Christina Kuttnig
Publisher : GRIN Verlag
ISBN 13 : 3640046951
Total Pages : 14 pages
Book Rating : 4.6/5 (4 download)

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Book Synopsis Negotiation as corporate skill by : Christina Kuttnig

Download or read book Negotiation as corporate skill written by Christina Kuttnig and published by GRIN Verlag. This book was released on 2002-05-25 with total page 14 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 1999 in the subject Business economics - Offline Marketing and Online Marketing, grade: A, University of West Florida, Pensacola, course: Professional Selling, language: English, abstract: Today, in the age of networking, strategic alliances and joint-ventures, the ability of companies and other institutions to negotiate successful deals is becoming evermore important. Every company today exists in a complex network of relationships formed through negotiation. Whether negotiating with suppliers, customers or strategic business partners, taken together, the thousands of negotiations a typical company engages in have an enormous effect on both its strategy and its bottom line. But few companies think systematically about their negotiating activities as a whole. Moreover, negotiation is still largely considered to be an individual rather than corporate skill. The concept of negotiation as a skill manifests itself in training programs directed at sales personnel rather than in a company′s corporate philosophies. Few companies seem to have tried to turn their negotiation skills into a core competency with the objective of building more rewarding customers relationships. The aim is thus to shift from a situational to an institutional view of negotiation. This requires changes in practice, focus and communication of negotiations. The key is to develop a "negotiation infrastructure" and incorporate it into an organization′s strategy and philosophy. Using the BATNA approach gives salespeople a new source of power in their negotiations. Broadening the measures to judge salespeople′s performance allows them greater freedom to build agreements. However, there is a potential threat to this new approach is that it might turn into another set of rules that are followed without the necessary changes in perspective and behavior. The bottom line is that salespeople have to develop the ability to create strong, lasting, mutually beneficial agreements that meet the needs of all parties in a negotiation and build a negotiation relationship for the future. To this end, the personalities of all the participants and their group objectives and self objectives, which might not be the same, must be recognized. A positive negotiating environment that is based on trust and mutual respect should be developed. This attitude is conducive to reaching mutually acceptable compromises during negotiations.

Negotiating Techniques in International Commercial Contracts

Author : Charles Chatterjee
Publisher : Routledge
ISBN 13 : 1000160416
Total Pages : 165 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis Negotiating Techniques in International Commercial Contracts by : Charles Chatterjee

Download or read book Negotiating Techniques in International Commercial Contracts written by Charles Chatterjee and published by Routledge. This book was released on 2020-09-29 with total page 165 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drafting and Negotiating Commercial Contracts, Fourth Edition is the 'one-stop-shop' for practical contractual matters, making it essential reading for anyone involved in negotiating and drafting commercial contracts. Many works published on the topic of negotiating have dealt with techniques of and preparation for negotiation from a psychological standpoint, but this book contends that in the commercial world, hard commercial considerations rather than psychological warfare matter most in successfully negotiating commercial contracts. The text highlights the most important special features of selected contracts, namely payment contracts and petroleum contracts in addition to ordinary export contracts, syndicated loan agreements, international engineering and construction contracts, and issues relating to project finance and risk. One of the basic themes of this work is to remind negotiators of the changing attitudes towards the negotiation of international commercial contracts, including more awareness of bargaining powers of both parties. The Fourth Edition has been fully updated to take account of important court decisions regarding the interpretation of contracts and changes in consumer legislation. This includes commercial lawyers, contract managers, in-house lawyers, lawyers in private practice, LPC course tutors and law and business students.

Creative Solutions to Global Business Negotiations, Second Edition

Author : Claude Cellich
Publisher : Business Expert Press
ISBN 13 : 1631573101
Total Pages : 355 pages
Book Rating : 4.6/5 (315 download)

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Book Synopsis Creative Solutions to Global Business Negotiations, Second Edition by : Claude Cellich

Download or read book Creative Solutions to Global Business Negotiations, Second Edition written by Claude Cellich and published by Business Expert Press. This book was released on 2016-08-10 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. The book is divided into five parts: Global business negotiations framework; the role of culture in negotiations and on choosing an appropriate negotiation style; the negotiation process; negotiation tools, such as communication skills and the role of power in negotiations; and miscellaneous topics such as negotiating on the Internet, gender issue in global negotiations, how small firms can effectively negotiate with large firms, negotiating intangibles, managing negotiating teams, developing an organizational negotiation capability and negotiating via interpreters. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.