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Added Value Negotiating - The Breakthrough Method for Building Better Deals (Paperback)
Loot Price: R434
Discovery Miles 4 340
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Added Value Negotiating - The Breakthrough Method for Building Better Deals (Paperback)
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Loot Price R434
Discovery Miles 4 340
Expected to ship within 10 - 15 working days
|
The traditional, adversarial approach to negotiating, taught in
books, seminars, and business courses all over the world, is a
reductive approach: each side seeks to gain as much as possible by
minimizing the value obtained by the other. If both parties are
"tough negotiators," they'll succeed at the second objective and
fail at the first. The result: minimum value for both sides. The
age-old rules are known; keep your "opponent" guessing; don't give
away too much information about yourself or your needs; negotiate
from a position of strength and force your "adversary" to negotiate
from weakness; use tricks and gimmicks to throw them off their
game. The legacy of tough negotiating is, just as often as not,
dissatisfaction, animosity, failed deals, broken agreements,
lawsuits, and even war. Had enough of the same old shoving matches
and head games? Now, try Added Value Negotiating, the breakthrough
five-step method pioneered by Dr. Karl Albrecht and Dr. Steve
Albrecht. AVN does not begin with the usual "offer and
counteroffer" procedure so commonly used in negotiating. The first
stage is an open and candid sharing of interests and objectives by
both parties. Once both parties have expressed their interests, the
method proceeds to the careful and thorough identification of the
possible elements of value that might be involved in meeting the
respective interests. This is where the "added value" component
comes in. The objective is to build as much value as possible into
the deal, not as little as possible. The AVN process then uses
various methods for "deal building," which is a cooperative process
of constructing several alternative "deal packages," each with a
different emphasis on various configurations of value. The concept
of multiple options is extremely important, because it replaces the
"push-pull" psychology of the offer and counter-offer procedure
with a cooperative search for mutually acceptable value. Provide a
copy of "Added Value Negotiating" to every executive, manager, and
professional person in your organization.
General
Imprint: |
Karl Albrecht International
|
Country of origin: |
United States |
Release date: |
December 2008 |
First published: |
December 2008 |
Authors: |
Steve Albrecht
|
Dimensions: |
229 x 152 x 10mm (L x W x T) |
Format: |
Paperback - Trade
|
Pages: |
192 |
ISBN-13: |
978-0-913351-22-2 |
Categories: |
Books >
Business & Economics >
Business & management >
General
|
LSN: |
0-913351-22-9 |
Barcode: |
9780913351222 |
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