Книга «Honest Negotiation», Keld Jensen купить с доставкой по Европе | ALFAVIT.EU

Honest Negotiation

Honest Negotiation

  • Автор: Keld Jensen
  • Издательство:
  • ISBN: 9781628654073
Negotiate your way to successIt has been estimated that today, the cost of negotiating the average B2B contract is $16,800. In larger corporations, the annual costs of contract negotiation amount to more than $1.26 billion! On the order of 8.2 billion B2B contracts are signed each year; at least 50% of those require negotiation. Why are those numbers so important? Because research has shown that, on average, 42% of the potential value in negotiated agreements is lost! I’m sure we can agree that negotiating knowledge and skills need improvement! Negotiation is a psychological game between individuals. To play it effectively, you must know the game’s rules. Unfortunately, negotiations often devolve into fights, ending with winners and losers. One negotiator assumes his counterpart’s interests conflict with his own; disagreements, even hostilities arise, leading to deadlocks, lost potential value and needlessly ruined relationships. On the other hand, good negotiations make everyone involved a winner. Intelligent cooperation leads to superior results, great value and stronger, longer-lasting relationships. The energies on both sides of the table combine to build a far bigger pie, then divide it to everyone’s best advantage. This book presents a wealth of down-to-earth negotiating advice, backed by examples from actual negotiations. Every principle presented is drawn from real-world negotiating experience, augmented with reflections on trust, behavioral economics and sound decisi...
Характеристики
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Вес 427 г
Высота упаковки 16 мм
Глубина упаковки 216 мм
Год издания 2017
Количество страниц 308
Обложка Мягкая обложка
Ширина упаковки 140 мм
Язык Английский