Aucun appareil Kindle n'est requis. Téléchargez l'une des applis Kindle gratuites et commencez à lire les livres Kindle sur votre smartphone, tablette ou ordinateur.
Pour obtenir l'appli gratuite, saisissez votre numéro de téléphone mobile.
|Prix livre imprimé :||EUR 32,28|
|Prix Kindle :||
Économisez EUR 10,02 (31%)
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals Format Kindle
|Neuf à partir de||Occasion à partir de|
Téléchargement audio, Version intégrale
|Gratuit avec l'offre d'essai Audible au lieu de EUR 20,99|
Les clients ayant acheté cet article ont également acheté
Description du produit
Détails sur le produit
Voulez-vous nous parler de prix plus bas?
Commentaires en ligne
Commentaires client les plus utiles sur Amazon.com (beta) (Peut contenir des commentaires issus du programme Early Reviewer Rewards)
I happened to be involved in a fairly complex transaction with little strength and few alternatives when I began reading. As I read, I found myself constantly jotting down notes on things to include in my preparations for discussions. As a result, I postponed talks to better prepare for the first meeting and the next. Participants were somewhat surprised to see that there was more to talk about than price and more people and companies that had interests in the outcome.
3D Negotiation is a keeper. I expect I will flip through it again before my next big project.
This new third dimension includes, among other things, "acting to ensure the right parties have been involved, in the right sequence, to deal with the right issues that engage the right set of interests, at the right tables, at the right time, under the right expectations, and facing the right consequences of walking away if there is no deal."
Here is real-world example of acting to ensure the right parties and the right sequence: A US firm was looking to establish a joint venture in Mexico and had identified three potential partners (one excellent, one good, and one that barely meets the set criteria). Should this firm start negotiations with the best prospect, and if those negotiations fail, then move to the next, and so on? Or wouldn't it be far better if this US firm makes it known in the industry (in Mexico) that they are looking for a joint venture partner, and induce these three prospects to come to the US firm? Negotiating simultaneously with the three potential partners was indeed better, especially that the US firm set up the negotiation conditions whereby the three Mexican prospects were rushing to compete for the joint venture!
Although this book introduces a third dimension to negotiation, the other two dimensions are also well covered by the authors, with a large number of real-world examples. The second dimension covers designing value-creating deals, including the traditional concept of enlarging the pie, and how to make lasting deals. The first dimension focuses on the tactics at the negotiation table, including problem-solving tactics such as shaping perceptions, setting ambitious target prices, interpersonal skills, cultural empathy, and many other tactics familiar to those who have read traditional negotiation books.
In short, 3-D Negotiation is a welcomed addition to the topic of negotiation, especially due to its strategic approach to negotiations. I particularly like the idea of backward mapping the negotiation process, starting with the desired target or outcome, then mapping all the parties, their interests, no-deal options. I was also intrigued by the authors' philosophy and the 3-D strategy of: "Let them have your way", as well as their concept of "Zone of Possible Agreement".
Although this excellent book is written with important and complex deals in mind, the 3-D approach can be indeed applied to simpler deals and negotiations. In fact, the reader will find a large number of examples of negotiations ranging from the simple ones such as buying a car or a house, to the more complex ones such as negotiations between countries, or among large international organizations.
Rechercher des articles similaires par rubrique
- Boutique Kindle > Ebooks Kindle > Ebooks en langues étrangères > Ebooks en anglais > Business & Investing > Management & Leadership > Leadership
- Boutique Kindle > Ebooks Kindle > Ebooks en langues étrangères > Ebooks en anglais > Business & Investing > Management & Leadership > Management
- Boutique Kindle > Ebooks Kindle > Ebooks en langues étrangères > Ebooks en anglais > Business & Investing > Management & Leadership > Negotiating
- Livres anglais et étrangers > Business & Investing > Management & Leadership > Leadership
- Livres anglais et étrangers > Business & Investing > Management & Leadership > Management
- Livres anglais et étrangers > Business & Investing > Management & Leadership > Negotiating