Category: Negotiation
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Negotiation Books
Source Harvard – Programme on Negotiation A list of negotiation books for 2020 Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level, by James K. Sebenius, R. Nicholas Burns, and Robert H. Mnookin. Offering the first comprehensive look at the former secretary of state’s overall approach to negotiation, Kissinger the Negotiator, authored by three Harvard professors,…
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Negotiation for Procurement Managers
Negotiation, a word that you either love or loathe. Whatever your negotiation style I’m going to teach you how to negotiate a deal. Establish rapport. People who are similar tend to like each other (mirror & Match) Physiology Tone of voice Representational system ( Visual, Auditory, Kinaesthetic, Auditory Digital) Ask Discovery questions to find out…
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Negotiation Tactics
Hardball Negotiation Tactics- Win/Lose Going into the negotiation by being extremely demanding and offering concessions very slowly to wear down the other party and making minor concessions after lengthy negotiations. The negotiating party is using an aggressive style of negotiation which may not be suitable for the type of outcomes required. This type of opening…
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Art of Negotiation
The Art of Negotiation is when you understand people’s representational systems you are more likely to influence them. Art of negotiation-Visual People Visual people memorise by seeing pictures and are less distracted by noise. Often they have trouble remembering and are bored by long verbal instructions because their mind wanders. They are interested in how…
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