Hard commercial negotiations. How to read an opponent and calculate all risks
Please sign in so that we can notify you about a reply
What is more important in commercial negotiations - benefits or emotions? What are the techniques of tough negotiations and how to translate negotiations from the level of manipulation and pressure to constructive discussion of commercial conditions?
Sergey Ilyukha - a business consultant, a member of the Board of the Russian Association of Retail Market Experts - will tell you how to work out the diagnostics techniques of the opponent’s psychotype and the negotiation situation, identify the true motives of the opponent, the influence and management of negotiations. You will also learn about the methods of gaining loyalty and conviction methods that will give additional weight to your offer and significantly increase the likelihood of a positive decision without discounts and bonuses.
After reading the book, you will gain the skills of identifying misinformation and lies in negotiations, learn to discover real threats and counteract it, evaluate the true meaning of the opponent’s answers, learn to make alternative scenarios and quickly “switch” between them during negotiations.
The main thing is that you will understand after studying this book: it is impossible to agree if both parties do not believe that the Win-Win agreement has been reached. But, skillfully working with values and their perception by the opponent, you can agree on more favorable conditions for yourself.
The book is recommended to everyone who is somehow involved in the negotiation process and wants to feel confident in negotiations with any, even the strongest opponent
Sergey Ilyukha - a business consultant, a member of the Board of the Russian Association of Retail Market Experts - will tell you how to work out the diagnostics techniques of the opponent’s psychotype and the negotiation situation, identify the true motives of the opponent, the influence and management of negotiations. You will also learn about the methods of gaining loyalty and conviction methods that will give additional weight to your offer and significantly increase the likelihood of a positive decision without discounts and bonuses.
After reading the book, you will gain the skills of identifying misinformation and lies in negotiations, learn to discover real threats and counteract it, evaluate the true meaning of the opponent’s answers, learn to make alternative scenarios and quickly “switch” between them during negotiations.
The main thing is that you will understand after studying this book: it is impossible to agree if both parties do not believe that the Win-Win agreement has been reached. But, skillfully working with values and their perception by the opponent, you can agree on more favorable conditions for yourself.
The book is recommended to everyone who is somehow involved in the negotiation process and wants to feel confident in negotiations with any, even the strongest opponent
Author:
Author:Ilyukha S. A
Cover:
Cover:Hard
Category:
- Category:Business & Money
Publication language:
Publication Language:Russian
Paper:
Paper:Offset
Series:
Series: Business psychology
Age restrictions:
Age restrictions:16+
ISBN:
ISBN:978-5-4461-1764-2
No reviews found