David Goldwich


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We all negotiate every day, yet few people ever learn how to negotiate. Those who do usually learn the old-school, adversarial approach that is only useful in a one-off negotiation where you will never see the other party again. However, such transactions are becoming increasingly rare because most of us deal with the same people repeatedly—our spouses and children, our friends and colleagues, our customers and bosses. We need to achieve successful results for ourselves while maintaining healthy relationships with our negotiating partners. In today's interconnected world, a win-win outcome is fast becoming the only acceptable result. This book will show you how to get that win-win. You will also learn how to:
distinguish interests from positions and uncover hidden interestsuse negotiating alchemy to create value out of nothingappreciate the beauty of no on your way to yesforce your counterpart to consider your needsframe issues to your…
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    Alejandrahar citeretfor 2 år siden
    Polychronic vs monochronic view of time
    Alejandrahar citeretfor 2 år siden
    And on that note, here are some of the more important cultural considerations you need to know:

    High context vs low context of communication
    Alejandrahar citeretfor 2 år siden
    Rather than attempt to decode the nuances of other people’s body language, it is more productive to focus on your own non-verbal communication. Ask a few close friends or colleagues to candidly assess you on your facial expression, gestures, and mannerisms. Have them video record you in a negotiation or meeting and watch yourself in action. It may not be pretty but you need to know the unvarnished truth.
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