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Essential Negotiation: An A to Z Guide (The Economist) 🔍
Gavin Kennedy Bloomberg Press, Profile Books, London, 2004
English [en] · PDF · 0.9MB · 2004 · 📘 Book (non-fiction) · 🚀/lgli/lgrs/nexusstc/zlib · Save
description
- Audience: Businesspeople, Consultants, Trainers
- The Sixth Book In The Economist's Popular Essentials Series
- Very Attractive Paperback Format With Flaps And Distinctive Red Endpapers
Alternative filename
lgli/_375262.a38a62d9df088dfd54b1d85c3828c59a.pdf
Alternative filename
lgrsnf/_375262.a38a62d9df088dfd54b1d85c3828c59a.pdf
Alternative title
Essential Negotiation (Economist (Paperback))
Alternative title
Economist (London, England: 1843)
Alternative title
Основы ведения переговоров
Alternative author
Kennedy, Gavin
Alternative author
Гэвин Кеннеди
Alternative publisher
Economist in association with Profile Books
Alternative publisher
Profile Books Limited
Alternative publisher
Serpent's Tail Crime
Alternative publisher
Wellcome Collection
Alternative publisher
Profile Business
Alternative edition
United Kingdom and Ireland, United Kingdom
Alternative edition
Business book summary, London, 2004
Alternative edition
Ecoomist, London, ©2004
Alternative edition
London, England, 2004
Alternative edition
September 1, 2004
Alternative edition
Princeton, 2004
Alternative edition
London, 2011
Alternative edition
1, FR, 2004
metadata comments
до 2011-08
metadata comments
lg648943
metadata comments
{"isbns":["1847650155","1861975708","9781847650153","9781861975706"],"last_page":240,"publisher":"Bloomberg Press"}
metadata comments
At head of title: The Economist.
"Developed from a title previously published as Pocket negotiator"--T.p. verso.
Includes bibliographical references (p. 234).
metadata comments
Paperback
Alternative description
Almost every aspect of business - and indeed human life - involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise or a pay-off, or simply settling such important matters as who is going to do the shopping or the household chores. This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Its entries cover such topics, terms and jargon as: Avoidance-avoidance model, Bagatelle, Compromise agreement, Dirty tricks, Expectations, Frontal assault, Guanxi, Hooker's principle, Interpersonal orientation, Killer questions, Listening, Mother Hubbard, Noah's Ark, Offer they must refuse, Pendulum arbitration, Quivering quill, Russian front, Salami, Tit-for-tat, Unconditional offer, Vulnerability, What if?, Yesable proposition, Zeuthen's conflict avoidance model.
Alternative description
Оказывается, иногда словарь может быть увлекательным, как книга, и содержательным, как учебник. Этот справочник по ведению переговоров организован в алфавитном порядке и снабжен перекрестными ссылками. Автор Гэвин Кеннеди начинает с общего введения в тему переговоров, а затем предлагает читателю список понятий и терминов, отражающих все аспекты переговорного процесса. Справедливости ради нужно отметить, что из-за своей краткости некоторые определения могут показаться не совсем ясными. Дополнительное измерение этой книге придают примеры, которых у автора за многие годы работы в этой области накопилось немало. Поскольку книга имеет очень четкую структуру, getAbstract рекомендует ее как новичкам, которым вероятно, следует прочитать ее от начала до конца, так и опытным переговорщикам, которые смогут обратиться к ней, когда захотят освежить в памяти ключевые термины, стратегии и приемы
Alternative description
Essential Negotiation helps you to understand and manage the process of negotiation. It is an aide-memoire, not a treatise. It suggests insights rather than elaborate concepts. It is full of practical tips. It also explains some academic theories without becoming detached from the real world of business negotiation. Essential Negotiation is not a guide for bluffing your way through a negotiation. There is little that is meant to be "Machiavellian" in its approach. Bluffs are usually counter-productive and best left to unserious amateurs and armchair voyeurs of the real world of business
Alternative description
Following an introduction about the art of negotiation - different styles and approaches to negotiation and how it is affected by culture, the bulk of the book is an expansive A-Z with several hundred entries that explain the essentials of successful negotiation, with entries that stretch from Apples and pears and bagatelle, through Hooker's principle and lock-out, all the way to Russian front and win-win
date open sourced
2011-08-31
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