The trust factor negotiating in SMARTnership
A new paradigm for commercial relationshipsBehavioral economics in deal-making -- The trust factor : the keystone of negoeconomics -- Rules of the game : defining and setting expectations -- Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process -- Creating a cu...
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| Format: | UnknownFormat |
| Sprache: | eng |
| Veröffentlicht: |
New York, NY
Palgrave Macmillan
2013
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| Ausgabe: | First edition |
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Tag hinzufügen | Zusammenfassung: | A new paradigm for commercial relationshipsBehavioral economics in deal-making -- The trust factor : the keystone of negoeconomics -- Rules of the game : defining and setting expectations -- Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process -- Creating a culture of trust and openness -- Where the "bigger" comes from: expanding the range of negoeconomic potential -- Style choices -- Sealing the deal : the second 5 phases of the negotiation process -- How big is my piece? : how the added value is shared -- Dealing with stress, threats, and bluffing -- Make the pie bigger and nobody loses -- Conclusion : restoring trust to the marketplace : it all starts with you. A new paradigm for commercial relationships -- Behavioral economics in deal-making -- The trust factor : the keystone of negoeconomics -- Rules of the game : defining and setting expectations -- Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process -- Creating a culture of trust and openness -- Where the "bigger" comes from: expanding the range of negoeconomic potential -- Style choices -- Sealing the deal : the second 5 phases of the negotiation process -- How big is my piece? : how the added value is shared -- Dealing with stress, threats, and bluffing -- Make the pie bigger and nobody loses -- Conclusion : restoring trust to the marketplace : it all starts with you |
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| Beschreibung: | Includes bibliographical references (pages 257-258) and index |
| Beschreibung: | xvii, 262 Seiten Illustrationen 25 cm |
| ISBN: | 9781137332257 978-1-137-33225-7 1137332255 1-137-33225-5 |