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Author: Andreas Buergi
Publisher: BoD – Books on Demand
ISBN: 3751979980
Category : Business & Economics
Languages : en
Pages : 142
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Book Description
The challenges sales specialists and key account managers face when negotiating with their clients today often include: - Massive price pressure and psychological power-tactics - Complex purchasing processes and delayed decisions - Expensive or blocked negotiations and scope creep Failure to deal with these problems successfully can be fatal. Yet many of the traditional sales techniques will not produce successful results when negotiating with the new breed of corporate purchasers, procurement experts and supply chain specialists. By helping you to understand how to effectively deal with their tactics, this book will help you to accelerate, increase and secure your sales revenue and profit.
Author: Andreas Buergi
Publisher: BoD – Books on Demand
ISBN: 3751979980
Category : Business & Economics
Languages : en
Pages : 142
Get Book Here
Book Description
The challenges sales specialists and key account managers face when negotiating with their clients today often include: - Massive price pressure and psychological power-tactics - Complex purchasing processes and delayed decisions - Expensive or blocked negotiations and scope creep Failure to deal with these problems successfully can be fatal. Yet many of the traditional sales techniques will not produce successful results when negotiating with the new breed of corporate purchasers, procurement experts and supply chain specialists. By helping you to understand how to effectively deal with their tactics, this book will help you to accelerate, increase and secure your sales revenue and profit.
Author: Lavinia Hall
Publisher: SAGE
ISBN: 9780803948501
Category : Language Arts & Disciplines
Languages : en
Pages : 228
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Book Description
Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.
Author: David A. Lax
Publisher: Harvard Business Press
ISBN: 1591397995
Category : Business & Economics
Languages : en
Pages : 298
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Book Description
Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.
Author: Deepak Malhotra
Publisher: Berrett-Koehler Publishers
ISBN: 1626566992
Category : Business & Economics
Languages : en
Pages : 295
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Book Description
“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author
Author: Jennifer Ruth Hosek
Publisher: University of Toronto Press
ISBN: 1442661143
Category : History
Languages : en
Pages : 289
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Book Description
Although North Americans may not recognize it, Cuba has long shaped the German imaginary. Sun, Sex, and Socialism picks up this story from the early 1960s, detailing how the newly upstart island in the U.S. backyard inspired citizens on both sides of the Berlin Wall. By the 1970s, international rapprochements and repressions on state levels were stirring citizen disenchantment, discontent, and grassroots solidarities in all three nations. The Cold War's official end generated waves of politicised nostalgia and prescriptions for the newly configured Cuba and Germany, as exemplified in films like Buena Vista Social Club. Meanwhile, from the New Left movement to today, revolutionary compatriots Ché Guevara and Tamara Bunke continued to be icons of youth resistance, even while being commodified globally. Sun, Sex, and Socialism illustrates how Germans identified with transnational communities beyond the East-West binary. Through analysis of cultural production that often countered governmental intentions for official diplomacy, Jennifer Ruth Hosek offers a broad-reaching history of the influence of the global South on the global North.
Author: Daniëlle Kisluk-Grosheide
Publisher: Metropolitan Museum of Art
ISBN: 1588396223
Category : Art
Languages : en
Pages : 396
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Book Description
What was it like to visit one of the most magnificent courts of Europe? Based on a wealth of contemporary documents and surviving works of art, this lavish book explores the experiences of those who swarmed the palace and grounds of Versailles when it was the seat of the French monarchy. Engaging essays describe methods of transportation, the elaborate codes of dress and etiquette, precious diplomatic gifts, royal audiences, and tours of the palace and gardens. Also presented are the many types of visitors and guests who eagerly made their way to this center of power and culture, including day-trippers and Grand Tourists, European diplomats, overseas ambassadors, incognito travelers, and Americans. Through paintings and portraits, furniture, costumes and uniforms, arms and armor, guidebooks, and other works of art, Visitors to Versailles illuminates what travelers encountered at court and what impressions, gifts, and souvenirs they took home with them. In bringing to life their experiences, this sumptuously illustrated volume reminds us why Versailles has enchanted generations of visitors from the ancien régime to the present day.
Author: Sandhya Shukla
Publisher: Princeton University Press
ISBN: 0691227616
Category : Social Science
Languages : en
Pages : 332
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Book Description
India Abroad analyzes the development of Indian diasporas in the United States and England from 1947, the year of Indian independence, to the present. Across different spheres of culture--festivals, entrepreneurial enclaves, fiction, autobiography, newspapers, music, and film--migrants have created India as a way to negotiate life in the multicultural United States and Britain. Sandhya Shukla considers how Indian diaspora has become a contact zone for various formations of identity and discourses of nation. She suggests that carefully reading the production of a diasporic sensibility, one that is not simply an outgrowth of the nation-state, helps us to conceive of multiple imaginaries, of America, England, and India, as articulated to one another. Both the connections and disconnections among peoples who see themselves as in some way Indian are brought into sharp focus by this comparativist approach. This book provides a unique combination of rich ethnographic work and textual readings to illuminate the theoretical concerns central to the growing fields of diaspora studies and transnational cultural studies. Shukla argues that the multi-sitedness of diaspora compels a rethinking of time and space in anthropology, as well as in other disciplines. Necessarily, the standpoint of global belonging and citizenship makes the boundaries of the "America" in American studies a good deal more porous. And in dialogue with South Asian studies and Asian American studies, this book situates postcolonial Indian subjectivity within migrants' transnational recastings of the meanings of race and ethnicity. Interweaving conceptual and material understandings of diaspora, India Abroad finds that in constructed Indias, we can see the contradictions of identity and nation that are central to the globalized condition in which all peoples, displaced and otherwise, live.
Author: G'Ra Asim
Publisher: Beacon Press
ISBN: 0807059501
Category : Biography & Autobiography
Languages : en
Pages : 272
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Book Description
Writing to his brother, G’Ra Asim reflects on building his own identity while navigating Blackness, masculinity, and young adulthood—all through wry social commentary and music/pop culture critique How does one approach Blackness, masculinity, otherness, and the perils of young adulthood? For G’Ra Asim, punk music offers an outlet to express himself freely. As his younger brother, Gyasi, grapples with finding his footing in the world, G’Ra gifts him with a survival guide for tackling the sometimes treacherous cultural terrain particular to being young, Black, brainy, and weird in the form of a mixtape. Boyz n the Void: a mixtape to my brother blends music and cultural criticism and personal essay to explore race, gender, class, and sexuality as they pertain to punk rock and straight edge culture. Using totemic punk rock songs on a mixtape to anchor each chapter, the book documents an intergenerational conversation between a Millennial in his 30s and his zoomer teenage brother. Author, punk musician, and straight edge kid, G’Ra Asim weaves together memoir and cultural commentary, diving into the depths of everything from theory to comic strips, to poetry to pizza commercials to mapping the predicament of the Black creative intellectual. With each chapter dedicated to a particular song and placed within the context of a fraternal bond, Asim presents his brother with a roadmap to self-actualization in the form of a Doc Martened foot to the behind and a sweaty, circle-pit-side-armed hug. Listen to the author’s playlist while you read! Access the playlist here: https://sptfy.com/a18b
Author: A. Favorini
Publisher: Springer
ISBN: 0230617166
Category : Performing Arts
Languages : en
Pages : 329
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Book Description
This innovative study examines the role of memory in the history of theatre and drama. Favorini analyzes issues of memory in self-construction, collective memory, the clash of memory and history and even explores what the work of cognitive scientists can teach us about brain function and our response to drama.
Author: Lisa Hau
Publisher: Routledge
ISBN: 1317558049
Category : History
Languages : en
Pages : 531
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Book Description
This collection of essays investigates histories in the ancient world and the extent to which the producers and consumers of those histories believed them to be true. Ancient Greek historiographers repeatedly stressed the importance of truth to history; yet they also purported to believe in myth, distorted facts for nationalistic or moralizing purposes, and omitted events that modern audiences might consider crucial to a truthful account of the past. Truth and History in the Ancient World explores a pluralistic concept of truth – one in which different versions of the same historical event can all be true – or different kinds of truths and modes of belief are contingent on culture. Beginning with comparisons between historiography and aspects of belief in Greek tragedy, chapters include discussions of historiography through the works of Herodotus, Xenophon, and Ktesias, as well as Hellenistic and later historiography, material culture in Vitruvius, and Lucian’s satire. Rather than investigate whether historiography incorporates elements of poetic, rhetorical, or narrative techniques to shape historical accounts, or whether cultural memory is flexible or manipulated, this volume examines pluralities of truth and belief within the ancient world – and consequences for our understanding of culture, ancient or otherwise.
