Are you still bargaining - or are you already negotiating?
The practical book for value-added negotiations
- A5 format
- Color printing
- 240 pages, hardcover
- 85 Illustrations
Price: CHF 47.-
(incl. VAT & shipping in Switzerland)
ISBN: 978-3-9526081-0-4
The practical handbook for value-added negotiations with the Roots-to-Fruits negotiation model translates the Harvard concept into a tangible model that helps to prepare negotiations systematically and conduct them in a targeted manner. It emphasizes the importance of sustainable negotiation relationships and the full exploitation of value-added potential. The book helps you to recognize your own negotiating behaviour as well as your own strengths and weaknesses and to counteract common win-lose practices. In addition, the 30 most frequently asked questions from the author's negotiation training courses are answered briefly and concisely. The aim is to avoid destructive negotiation methods and create added value together.
The book at a glance
Chapter 1: Introduction
- Why do we negotiate?
- Negotiate intuitively
- The "filing line"
Capital 2: The roots-to-fruits negotiation model
- Structure of the model
- The individual process steps
Capital 3: Values, needs, relationship problems
- Working with values
- The universal basic needs
- Dealing with relationship problems
Chapter 4: Behavioral tendencies in negotiations
- The model of behavioral tendencies briefly explained
- Fears, strengths, hurdles in negotiations.And strategies for dealing with them
Chapter 5: Misconceptions in negotiations
- 12 universal thinking errors that are better left to others
Chapter 6: 30 Specific questions & answers
- The most frequently asked questions from the author's negotiation training courses explained briefly and concisely
Chapter 7: Action plan to improve negotiation skills
- Success is written with 3 letters: DO
Chapter 8: Appendix with added value
- Negotiation checklists
- Collection of good questions
- Questionnaire behavioral tendencies
- Negotiation Kaizen: Checklist