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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: Joe Hutto
Publisher: Simon and Schuster
ISBN: 1628735538
Category : Nature
Languages : en
Pages : 514
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Book Description
In Illumination in the Flatwoods, Joe Hutto unveiled the secret lives of wild turkeys to great critical acclaim, which resulted in the Emmy Award–winning PSB documentary My Life as a Turkey. Now Hutto has done it again. Touching the Wild is the enchanting story about one man who has lived with a herd of mule deer in the Rockies for almost seven years. Due to the intense curiosity of one groundbreaking deer, and the resulting introduction to an entire herd, Joe Hutto has been allowed unprecedented access and insight into the minds and behavior of this special animal. Spending every day embedded among the herd, he develops an uncanny connection with the deer, witnessing individual and group dynamics never before observed and recorded, unveiling just how much we have in common with these delicate beings. Each season brings joy as fawns are born, and heartache as hunters, predators, development, and a pollution all take their toll. The mule deer of the West are in trouble, and Hutto is their most fervent advocate. Touching the Wild is proof that we have so much to learn from wild animals about their world, ourselves, and the fragile planet we share. Full color photos throughout.
Author: Tim H. Safransky, CPA
Publisher: eBookIt.com
ISBN:
Category :
Languages : en
Pages : 99
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Book Description
Author: William Ury
Publisher: Bantam
ISBN: 0553903640
Category : Business & Economics
Languages : en
Pages : 210
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Book Description
We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
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.
