The Resource The five golden rules of negotiation, Philippe Korda, (electronic resource)
The five golden rules of negotiation, Philippe Korda, (electronic resource)
Resource Information
The item The five golden rules of negotiation, Philippe Korda, (electronic resource) represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Swedenborg Library, Bryn Athyn College.This item is available to borrow from 1 library branch.
Resource Information
The item The five golden rules of negotiation, Philippe Korda, (electronic resource) represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in Swedenborg Library, Bryn Athyn College.
This item is available to borrow from 1 library branch.
- 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
- Language
- eng
- Edition
- 1st ed.
- Extent
- 1 online resource (25 entries)
- 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
- Isbn
- 9781782681083
- Label
- The five golden rules of negotiation
- Title
- The five golden rules of negotiation
- Statement of responsibility
- Philippe Korda
- Subject
-
- Negotiation
- balance of power
- bid
- bluff
- buyers
- concessions
- customer
- deadline
- defend
- demand
- influence
- margin
- market
- negotiation
- negotiation skills
- negotiation strategy
- negotiation tactics
- negotiation tricks
- offer
- opponent
- price
- purchasing
- request
- request for proposal
- risk
- sales
- sellers
- supplier
- target price
- tender
- Electronic books
- 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
- 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
- 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
- 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
Subject
- Negotiation
- balance of power
- bid
- bluff
- buyers
- concessions
- customer
- deadline
- defend
- demand
- influence
- margin
- market
- negotiation
- negotiation skills
- negotiation strategy
- negotiation tactics
- negotiation tricks
- offer
- opponent
- price
- purchasing
- request
- request for proposal
- risk
- sales
- sellers
- supplier
- target price
- tender
- Electronic books
Genre
Member of
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<div class="citation" vocab="http://schema.org/"><i class="fa fa-external-link-square fa-fw"></i> Data from <span resource="http://link.library.brynathyn.edu/portal/The-five-golden-rules-of-negotiation-Philippe/ZICmxpauX6U/" typeof="Book http://bibfra.me/vocab/lite/Item"><span property="name http://bibfra.me/vocab/lite/label"><a href="http://link.library.brynathyn.edu/portal/The-five-golden-rules-of-negotiation-Philippe/ZICmxpauX6U/">The five golden rules of negotiation, Philippe Korda, (electronic resource)</a></span> - <span property="potentialAction" typeOf="OrganizeAction"><span property="agent" typeof="LibrarySystem http://library.link/vocab/LibrarySystem" resource="http://link.library.brynathyn.edu/"><span property="name http://bibfra.me/vocab/lite/label"><a property="url" href="http://link.library.brynathyn.edu/">Swedenborg Library, Bryn Athyn College</a></span></span></span></span></div>
