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The Resource The five golden rules of negotiation, Philippe Korda, (electronic resource)

The five golden rules of negotiation, Philippe Korda, (electronic resource)

Label
The five golden rules of negotiation
Title
The five golden rules of negotiation
Statement of responsibility
Philippe Korda
Creator
Contributor
Subject
Genre
Language
eng
Summary
This book is based upon detailed research on the behavior and skills of successful negotiators. From this research, the book extracts Five Golden Rules along with simple tools and techniques which, if applied, guarantee a successful negotiation outcome. The book itself is based upon a fictional buyer- salesperson relationship. The book starts with the two protagonists meeting over lunch on the day the Buyer is due to retire. They begin to discuss their business relationship over the years and the book uses different episodes/meetings during that time to bring out the above Golden Rules and other negotiation concepts. The book provides simple tools to help apply the Golden Rules and each chapter concludes with a summary of the key points and questions to be considered
Member of
Additional physical form
Also available in print version.
Cataloging source
CaBNVSL
http://library.link/vocab/creatorName
Korda, Philippe
Illustrations
illustrations
Index
no index present
LC call number
BF637.N4
LC item number
K674 2011 EBOOK
Literary form
non fiction
Nature of contents
  • dictionaries
  • abstracts summaries
  • bibliography
http://library.link/vocab/relatedWorkOrContributorName
Credo Reference (Firm)
Series statement
Human resource management and organizational behavior collection,
http://library.link/vocab/subjectName
Negotiation
Target audience
specialized
Label
The five golden rules of negotiation, Philippe Korda, (electronic resource)
Link
https://brynathyn.idm.oclc.org/login?url=http://search.credoreference.com/content/title/bepnego
Instantiates
Publication
Bibliography note
Includes bibliographical references
Color
multicolored
Contents
Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice
Control code
9781782681083
Dimensions
unknown
Edition
1st ed.
Extent
1 online resource (25 entries)
Form of item
online
Governing access note
Access restricted to authorized users and institutions
Isbn
9781782681083
Isbn Type
(online)
Other physical details
2 images, digital files.
Specific material designation
remote
System control number
  • (CaBNVSL)slc00231330
  • (Credo)bepnego2011
  • (OCoLC)825028277
System details
Mode of access: World Wide Web
Label
The five golden rules of negotiation, Philippe Korda, (electronic resource)
Link
https://brynathyn.idm.oclc.org/login?url=http://search.credoreference.com/content/title/bepnego
Publication
Bibliography note
Includes bibliographical references
Color
multicolored
Contents
Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice
Control code
9781782681083
Dimensions
unknown
Edition
1st ed.
Extent
1 online resource (25 entries)
Form of item
online
Governing access note
Access restricted to authorized users and institutions
Isbn
9781782681083
Isbn Type
(online)
Other physical details
2 images, digital files.
Specific material designation
remote
System control number
  • (CaBNVSL)slc00231330
  • (Credo)bepnego2011
  • (OCoLC)825028277
System details
Mode of access: World Wide Web

Library Locations

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      2925 College Drive, Bryn Athyn, PA, 19009, US
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