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Start with NO The Negotiating Tools that the Pros Don't Want You to Know Издательство: Crown Business, 2002 г Суперобложка, 288 стр ISBN 0609608002 инфо 8158b.

Start with NO The Negotiating Tools that the Pros Don't Want You to Know Издательство: Crown Business, 2002 г Суперобложка, 288 стр ISBN 0609608002 инфо 8158b.

Think win-win is the best way to make the deal? Think again It's the worst possible way to get the best deal This is the dirty little secret of corporate America For years now, win-win has been the paradiатчясgm for business negotiation-the "fair" way for all concerned But don't believe it Today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often Have you ever heard someone oбгфеюn the other side of the table say, "Let's team up on this, partner"? It all sounds so good, but these negotiators take their naive "partners" to the cleaners, deal after deal Start with No shows you how they accomplish this It shows you how such negotiations end up as win-lose It exposes the scam for what it really is And it guarantees that you'll never be a victim again Win-win plays to your emotions It takes advantage of your instinct and desire to make thбонужe deal Start with No teaches you how to understand and control these emotions It teaches you how to ignore the siren call of the final result, which you can't really control, and how to focus instead on the activities and behavior that you can and must control in order to negotiate with the pros Start with No introduces a system of decision-based negotiation Never again will you be out there on a wing and a prayer Never again will you feel out of control Never again will you compromise unnecessarily Never again will you lose a negotiation The best negotiators: - aren't interested in "yes"-they prefer "no"; - never, ever rush to close, but always let the other side feel comfortable and secure; - are never needy; they take advantage of the other party's neediness; - create a "blank slate" to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations; - always have a mission and purposбсьикe that guides their decisions; - don't send so much as an e-mail without an agenda for what they want to accomplish; - know the four "budgets" for themselves and for the other side: time, energy, money, and emotion; - never waste time with people who don't really make the decision Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation-the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner It is full of dozens of business as well as personal stories illustrating each point of the system It will change your life as a negotiator If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator 1 edition Автор Джим Кэмп Jim Camp Основатель Coach2100 Inc, центра обучения для руководителей высшего звена и команд Сейчас он является инструктором по ведению переговоров и проводит групповые обучающибтсиде семинары и занятия по ведению переговоров для более чем 150 корпораций – в .


Цена: 3536 руб.