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Negotiating


1. 

Contract Negotiation Handbook: Getting the Most Out of Commercial Deals

Contract Negotiation Handbook: Getting the Most Out of Commercial Deals

By: 

Publisher: Wrightbooks

Publication Date: 26-SEP-2011

Insert Date: 15-MAR-2014

Slots: 1.0

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A good commercial contract is both a springboard and a safety net -- it provides the opportunity to expand and grow your business, but also to protect it if things go wrong. In a tough commercial world, getting the best deal you can is paramount. The Contract Negotiation Handbook demystifies complex legal principles so that busy businesspeople can quickly and easily digest them. With clear, practical examples and case studies to help illustrate and explain different types of contracts and contractual situations, this comprehensive handbook will help you: prepare for negotiations...

2. 

Negociación eficaz for Rookies

Negociación eficaz for Rookies

By: LID Editorial

Publisher: LID Editorial

Publication Date: 01-APR-2009

Insert Date: 20-FEB-2014

Slots: 1.0

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Negociación eficaz For Rookies te explica claramente cuáles son las mejores técnicas que debes utilizar para alcanzar el éxito. Estas tácticas han sido adaptadas para que aún partiendo de un nivel bajo puedas utilizarlas desde el primer momento y cuentan con la garantía de que han sido probadas por expertos. Con este libro aprenderás a negociar en diferentes contextos (una venta, un acuerdo con un proveedor...) y la mejora obtenida te permitirá progresar en tu carrera profesional. Conviértete en un experto negociador y gánale la partida a tus interlocutores con este arma secreta. ¿A qué...

3. 

La négociation en entreprise

La négociation en entreprise

By: Gundula Welti

Publisher: Editions d'Organisation

Publication Date: 14-SEP-2011

Insert Date: 07-SEP-2013

Slots: 1.0

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Devenir un as de la négo en 2 semaines, c'est possible ! En 14 chapitres, découvrez les principes incontournables de la négociation gagnant-gagnant : les étapes incontournables : la fixation des objectifs, la phase de préparation, la négociation en soi, le bilan, etc. ; les ressorts opérationnels : comment faire avancer une négociation, résoudre un conflit, obtenir des informations précieuses, etc. ; des exercices pour progresser rapidement. ...

4. 

A Guide to IT Contracting: Checklists, Tools, and Techniques

A Guide to IT Contracting: Checklists, Tools, and Techniques

By: Michael Overly; Matthew Karlyn

Publisher: Auerbach Publications

Publication Date: 18-DEC-2012

Insert Date: 05-SEP-2013

Slots: 1.0

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Distilling critical business and legal lessons learned from decades of drafting and negotiating technology-related agreements, this highly accessible handbook allows readers to quickly access information on almost every type of agreement and immediately understand the intended and actual purpose. It includes key business and legal issues, tips and techniques for negotiating terms, and common pitfalls. Suitable for non-legal professionals, it offers checklists to organize concepts and a complete glossary to define key legal, business, and technical terms as well as Internet resources and...

5. 

High Impact Fee Negotiation and Management for Professionals

High Impact Fee Negotiation and Management for Professionals

By: Ori Wiener

Publisher: Kogan Page

Publication Date: 03-SEP-2013

Insert Date: 20-AUG-2013

Slots: 1.0

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With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms (PSFs) and their professionals has never been higher. If you want to be able to charge the fees you know reflect the value you bring, you need the high impact, practical guidance that this book offers. Learn how to apply a powerful, consistent approach to make sure the 'golden triangle' of setting the price, getting the price and keeping the price works in your favour. Develop a strategy to enhance the profitability of your engagements...

6. 

Masterminding the Deal

Masterminding the Deal

By: Peter Clark; Roger Mills

Publisher: Kogan Page

Publication Date: 03-SEP-2013

Insert Date: 25-JUL-2013

Slots: 1.0

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Global M&A activity may have seemed to quieten in recent years, but a new megaboom is already underway - exemplified by Facebook's pursuit of Instagram in early 2012 for US1bn in cash and stock. But in an age where two-thirds of all merger deals can be said to fail (where deals fall short of the minimum required financial returns to the acquiring company), how can future success be guaranteed? And what can acquirers, and their shareholders and advisers, do to improve the chances of success?Masterminding the Deal looks at performance in two critical areas - merger segmentation (the...

7. 

Negotiation for Purchasing Professionals

Negotiation for Purchasing Professionals

By: Jonathan O'Brien

Publisher: Kogan Page

Publication Date: 03-AUG-2013

Insert Date: 25-JUL-2013

Slots: 1.0

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Based upon the author's proven Red Sheet methodology, Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. The author shifts the emphasis away from relying mostly upon personality and tactics used during the negotiation, to a more structured and planned approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy...

8. 

Negotiation

Negotiation

By: Brian Tracy

Publisher: AMACOM

Publication Date: 19-JUN-2013

Insert Date: 31-MAY-2013

Slots: 1.0

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Negotiation is an essential element of almost all of our interactions—personally and professionally. It’s part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don’t negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: • Utilize the six key negotiating styles • Harness the power of emotion in hammering out...

9. 

Negotiating Skills for Virgins

Negotiating Skills for Virgins

By: Bob Etherington

Publisher: Marshall Cavendish International (Asia)

Publication Date: 01-SEP-2009

Insert Date: 30-APR-2013

Slots: 1.0

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Whether you know it or not, negotiations are constantly taking place and thus form a critical part of work life. Negotiation is relevant to discussions between colleagues, people who do not know each other, in the same organisation or different ones and between people of different experience, background, nationality and outlook. The negotiating process involves balancing matters between two parties so that you not only get what you want, but get what you want in the best possible way. It is the art of concluding a deal, and the arrangement of all the elements that constitute that deal; the...

10. 

BSS: Great Negotiating Skills

BSS: Great Negotiating Skills

By: Bob Etherington

Publisher: Marshall Cavendish International (Asia)

Publication Date: 01-JUN-2011

Insert Date: 20-APR-2013

Slots: 1.0

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This is a quick-read instructional book, packed with anecdotes and advice for all those people who are generally terrible at negotiating and would like to do it better! Based on several years of practical and successful negotiating around the world, the approach adopted by the author in this book will help anyone (with little or no experience or confidence in negotiation) seal deals on favourable terms. Written in Bob Etherington's distinctive style, combining highly practical advice told in an entertaining fashion, Great Negotiation Skills is all you will need to ensure you don't lose out...

11. 

STTS: Win-Win Negotiation

STTS: Win-Win Negotiation

By: David Goldwich

Publisher: Marshall Cavendish International (Asia)

Publication Date: 01-AUG-2010

Insert Date: 20-APR-2013

Slots: 1.0

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We all negotiate every day, whether we realise it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose style. In today's interdependent world of business partnerships and long-term relationships, however, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators value their business and social relationships—winning in a given negotiation is not as important as maintaining their winning relationships, but this does not mean they must sacrifice their interests. Win-win negotiators believe they can win both the...

12. 

The Vegan Pregnancy Cookbook

The Vegan Pregnancy Cookbook

By: Lorena Novak Bull; Jolinda Hackett

Publisher: Adams Media

Publication Date: 18-DEC-2012

Insert Date: 26-FEB-2013

Slots: 1.0

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Nutritious vegan meals for you and your baby! As a vegan, you understand how important it is to get the right nutrients into your diet, but creating these wholesome dishes can present even more of a challenge now that you're eating for two. The Vegan Pregnancy Cookbook not only tells you what kinds of foods you should be adding to your plate, but also shows you how to incorporate essential vitamins and minerals into each meal, leaving you and baby feeling satisfied and strong. Don't worry--these nutrient-packed dishes will still provide the flavors and variety you crave. Feast your...

13. 

The Only Negotiation Book You'll Ever Need

The Only Negotiation Book You'll Ever Need

By: Angelique Pinet; Peter Sander

Publisher: Adams Media

Publication Date: 18-DEC-2012

Insert Date: 26-FEB-2013

Slots: 1.0

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Negotiate your way through any deal! In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and...

14. 

Value Negotiation: How to Finally Get the Win-win Right

Value Negotiation: How to Finally Get the Win-win Right

By: Horacio Falcão

Publisher: FT Press

Publication Date: 11-DEC-2012

Insert Date: 09-FEB-2013

Slots: 1.0

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Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!,...

15. 

How to Negotiate Effectively, 3rd Edition

How to Negotiate Effectively, 3rd Edition

By: David Oliver

Publisher: Kogan Page

Publication Date: 03-NOV-2010

Insert Date: 04-DEC-2012

Slots: 1.0

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How to Negotiate Effectively provides tips, tools and techniques for getting it right. It explores and advises on every aspect of the negotiation process, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority and getting the best deal. This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations. An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time....

16. 

The Exchange Strategy for Managing Conflict in Healthcare: How to Defuse Emotions and Create Solutions when the Stakes are High

The Exchange Strategy for Managing Conflict in Healthcare: How to Defuse Emotions and Create Solutions when the Stakes are High

By: Steven Dinkin; Barbara Filner; Lisa Maxwell

Publisher: McGraw-Hill

Publication Date: 14-DEC-2012

Insert Date: 01-DEC-2012

Slots: 1.0

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The proven four-step method for improving communication and managing conflict in any healthcare settingThe Exchange Strategy for Managing Conflict in Health Care delivers a wealth of strategies and techniques for structuring conversations about conflicts and issues in groups large and small. ...

17. 

I Win, You Win

I Win, You Win

By: Carl Lyons

Publisher: Bloomsbury Publishing

Publication Date: 30-APR-2012

Insert Date: 22-NOV-2012

Slots: 1.0

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Negotiation is an essential skill in all areas of life. It is a series of manoeuvres that we move through in order to get the best possible deal for ourselves, our company or organisation. How far we will go to achieve our goals is where the rub lies. Ideally, negotiations should be a 'win-win' experience. Full of useful exercises, case studies and accessible advice, this book will help readers achieve their goals by showing them how to: prepare effectively; build rapport; communicate openly; enhance trust in their business I Win, You Win is a thought-provoking, inspirational and...

18. 

How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker

How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker

By: Tom Searcy; Henry DeVries

Publisher: McGraw-Hill

Publication Date: 09-OCT-2012

Insert Date: 20-NOV-2012

Slots: 1.0

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THE WINNING BLUEPRINT FOR MAKING DEALS LIKE THE ORACLE OF OMAHA Warren Buffett didn’t become the world’s third wealthiest individual on his investing instincts alone. Buffett is a master dealmaker. In fact, one of his greatest single successes came when he closed multiple deals to own 100 percent of the Government Employees Insurance Company--also known as GEICO. Highly successful dealmakers themselves, Tom Searcy and Henry DeVries have been studying Buffett’s unique approach for many years. Now, they reveal the secrets of the Oracle of Omaha. How to Close a Deal Like Warren Buffett gives...

19. 

The Partnership Charter: How To Start Out Right With Your New Business Partnership (or Fix The One You're In)

The Partnership Charter: How To Start Out Right With Your New Business Partnership (or Fix The One You're In)

By: David Gage

Publisher: Basic Books

Publication Date: 30-JUN-2004

Insert Date: 09-NOV-2012

Slots: 1.0

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In  The Partnership Charter , psychologist and business mediation expert David Gage offers a comprehensive guide to the art of establishing and maintaining a business partnership. The centerpiece of his approach is the Partnership Charter, a document that clearly outlines the goals, expectations, responsibilities, and relationships of the principals. The charter identifies potential sources of conflict and how they will be resolved, while addressing such sensitive issues as personal styles, values, money, and power. Illustrating every principle through engaging stories drawn from Gage's...

20. 

Verhandeln - Das Buch: Ihr Wegweiser zum Verhandlungserfolg

Verhandeln - Das Buch: Ihr Wegweiser zum Verhandlungserfolg

By: Steve Gates

Publisher: Wiley-VCH Verlag

Publication Date: 18-JAN-2012

Insert Date: 07-NOV-2012

Slots: 1.0

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In "Verhandeln - Das Buch" präsentiert Steve Gates, ein weltweit führender Experte, dem Leser sein Regelwerk für den "kompletten Verhandler", das aus 14 Verhaltensweisen und zehn Charakteristika besteht. Ziel ist der bestmögliche, nicht der optimale Verhandlungserfolg. ...