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Business negotiation Broché – 30 juin 2014

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Description du produit

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INTRODUCTION

Negotiation is an essential business skill. It is used by a large number of professionals on a daily basis to manage their business, grow it and help it survive in an increasingly competitive environment. The use of negotiation techniques combined with their personal qualities and their experience enables them to reach goals related to sales development, purchasing, profitability management, delivery, after-sales services, the payment of invoices and many others aspects of business.

What makes a good negotiator ? Stereotypically, characteristics might include being thick-skinned, being tough and uncompromising, overly talkative, and not necessarily being completely honest. One thing is for sure; good negotiators have the ability to convince. They are persistent and result-oriented. They use negotiation techniques to reach their objectives. If some of them are extroverted, others use just the right number of words to say precisely what they need to. They ail have good listening skills. They know the value of experience and learn from their mistakes. Most of them are honest people who would never want to compromise on their personal values and professional ethics to strike a deal.

Every single person has the potential to learn to negotiate and become good at it. What it takes, is the ability to identify the personal skills one has for negotiation (and we ail have some !), learn negotiation techniques step by step, and practice, practice, and practice again.

This is the spirit of Business Negotiation, which addresses the needs of a large panel of negotiators, from the junior to the more experienced.

Business negotiation takes the reader step by step, starting with the definition of negotiation, the explanation of the dual nature of its outcomes and of its role in business (chapter 1). The reader then learns the importance of identifying what is at stake in a negotiation, in order to develop a broad view of what can be gained and lost as a result of it (chapter 2). Once these fundamental concepts have been introduced, the reader moves to introductory level negotiation with the presentation of the negotiation process and its four steps (chapter 3). We learn to efficiently structure an interview, set objectives and limits, and we understand the importance of being well prepared (chapter 3). The concept of objections is then introduced and techniques presented to learn to overcome them (chapter 5). We move to intermediate level negotiation and learn to optimize our negotiation effectiveness (chapter 6). We then reach the advanced level of negotiation while learning to negotiate under pressure (chapter 7), and to use negotiation techniques to build client loyalty (chapter 8). Negotiation with foreign clients is also addressed (chapter 9). A chapter on negotiation ethics is presented as a conclusion (chapter 10).

Each chapter is illustrated with examples, activities and video interviews of sales managers who agreed to share their experience with the author. As business development inevitably happens at the international level today, the book provides a rich glossary of business negotiation vocabulary in four different languages (English, French, German and Spanish) as an appendix, so as to enable the professional negotiator to enlarge the geographical span of his actions.

Présentation de l'éditeur

Negotiation is all around us. We negotiate all the time without knowing it or calling it a negotiation: with our family and friends, with our colleagues and boss at work, while purchasing a second hand car or to get out of a conflicting situation. Negotiation is a solution oriented approach of a problem, which aims at finding a mutually beneficial outcome for the parties involved. In a business context, goals need to be achieved which often involve more than one person or institution. They are related to sales development, profitability management, delivery, after-sales services, or the payment of invoices. Since it places the parties involved in a professional context, they must learn to become professional negotiators and perform as such. Negotiation is thus an essential business skill. This book takes the reader step by step from the introductory to the advanced negotiation level. Each chapter is illustrated with examples, short cases and video interviews of sales managers. More complex negotiations are approached through three dedicated chapters: solving problems to develop loyalty, negotiate under pressure and negotiate with foreign clients. A chapter also addresses the sensitive topic of business negotiation ethics. The book provides a rich glossary of business negotiation vocabulary available in four different languages: English, French, German and Spanish.

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