Overview

A successful negotiation is not a matter of chance, but usually the result of professional preparation and special skills. This is what we call negotiating skills. With its easy-to-use 4-Phase-Model (PONO Concept), this book provides you with a practical and concrete structure that has proven itself very well in business (and private) negotiations for many years. You will learn how to: Systematically prepare and conduct your negotiations. Actively control negotiations. conduct negotiations successfully using the 4-Phase-Model. Recognise different negotiation strategies. Recognise signals and how to respond to them. Deal with barriers in negotiations. Deal with uncooperative or aggressive negotiating partners. Reduce the rejection rate of your own proposals. Better assess concessions. Achieve a win-win situation. Implement negotiation strategies appropriate to the situation. Work confidently and purposefully with lists of demands. Successfully master difficult negotiation situations. Apply different negotiation tactics. Recognise typical negotiation pitfalls and respond to them professionally. Communicate effectively to reach binding agreements.

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9783384858498

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