Overview
You are negotiating every day, whether it s with business partners, colleagues, in the community or at home. The challenge isn t to get as much for yourself as you can at the other s expense. It s in the art of searching together for possibilities that serve as many interests as possible. The premise of this book is that it s both possible and necessary to create value together, distribute the consequences fairly, while strengthening the relationship. In times where win as much as you can is on the rise worldwide, this is a refreshing alternative. 'Mastering the Art of Negotiation' goes beyond deal-making situations. It covers decisionmaking, solving problems together, leading and cooperating, creating partnerships, handling difficult situations, and managing the games people play. The book gives seven practical guides that help you prepare and manage negotiations at moments when the complexity and uncertainty increase. These guides create a comprehensive framework for your ongoing learning and development as a negotiator. In practice, this helps you to: increase your awareness during your day to-day negotiation challenges prepare for both simple and more complex negotiation situations and processes handle increasing complexity in negotiations more consciously and with more resilience set up constructive dialogues gain insights into your personal pitfalls when under pressure develop both a mindset and skills set Using this book and the toolkit will let you embrace complexity and uncertainty with a clear head, a warm heart and on nimble feet.
Full Product Details
Author: Geurt Jan de Heus
Publisher: BIS Publishers B.V.
Imprint: BIS Publishers B.V.
Dimensions:
Width: 19.10cm
, Height: 1.70cm
, Length: 24.20cm
Weight: 0.640kg
ISBN: 9789063694319
ISBN 10: 9063694318
Pages: 216
Publication Date: 15 June 2017
Audience:
Professional and scholarly
,
Professional & Vocational
Format: Paperback
Publisher's Status: Active
Availability: In Print
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Reviews
-Illustrated with beautiful and compelling visuals, Geurt Jan de Heus has created an insightful and practical guide for negotiating win-win solutions. Very useful indeed!- - William Ury, Co-author, Getting to Yes and author, Getting to Yes with Yourself
Illustrated with beautiful and compelling visuals, Geurt Jan de Heus has created an insightful and practical guide for negotiating win-win solutions. Very useful indeed! - William Ury, Co-author, Getting to Yes and author, Getting to Yes with Yourself
-Illustrated with beautiful and compelling visuals, Geurt Jan de Heus has created an insightful and practical guide for negotiating win-win solutions. Very useful indeed!- - William Ury, Co-author, Getting to Yes and author, Getting to Yes with Yourself Illustrated with beautiful and compelling visuals, Geurt Jan de Heus has created an insightful and practical guide for negotiating win-win solutions. Very useful indeed! - William Ury, Co-author, Getting to Yes and author, Getting to Yes with Yourself
Author Information
Geurt Jan de Heus is originally a medical doctor and has gained 10 years experience in marketing, sales, business development for pharmaceutical and chemical companies. Since 1996 he is business partner at Routs Laeven & Partners. With a specialty in driving business performance through learning, consultative selling, complex negotiations, account management, team development with a focus on B2B, professional services and FMCG.
