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Negotiation Booster is the ultimate guide to winning negotiations through self-empowerment.

To successfully conclude a business conversation, negotiation skills and tactics are not enough. If you enter a negotiation with fear, self-doubt or lack of conviction, you will not win no matter how well tactically you have been trained. Negotiation Booster is a novel approach leveraging the task related aspects of a negotiation with the underlying factors, such as emotions, ego, and stress.

Negotiation Booster is the ultimate guide to winning negotiations through self-empowerment. By bridging the strategic aspects with a self-management booster, the book will help you develop strategies for thriving in your negotiations.

Negotiation Booster draws from interdisciplinary sources. It equips the reader with cutting-edge insights into the key negotiation concepts, fundamental negotiation strategies, communication skills, perception and impression management techniques, the determinants of desired outcomes, and the issues that negotiators face internally and externally in the negotiation process.

Table of Contents

  1. Cover
  2. Half-Title Page
  3. Title Page
  4. Copyright
  5. Dedication
  6. Description
  7. Contents
  8. About the Author
  9. Introduction
  10. Part I Negotiation Booster Primer
    1. Chapter 1 Ego-tiation is the New Negotiation
    2. Chapter 2 Prime Yourself for Success
    3. Chapter 3 Opening Offer: The Anchoring Effect
    4. Chapter 4 On Alternatives: We Won the Lottery!
    5. Chapter 5 Manage Perception to Win Negotiations
    6. Chapter 6 The Three-Dimensional (3D) Perception Model
    7. Chapter 7 Impression Management: The Attribution Trap
    8. Chapter 8 On Profiling: Do Not Use a Gun for a Mosquito
    9. Chapter 9 Choose the Right Strategy
    10. Chapter 10 How to Impact Behavior: The Feel–Think–Act Trio
    11. Chapter 11 On Listening: The Ego Whisperer
    12. Chapter 12 Two-Dimensional Listening
    13. Chapter 13 On Creating a Bond: Tell Me a Story
    14. Chapter 14 Beyond Mars and Venus: Gender and Negotiations
    15. Chapter 15 The Impact of Culture on Negotiation
    16. Chapter 16 Virtual Negotiation
    17. Chapter 17 Negotiation is a Mirror
    18. Chapter 18 Negotiation Booster
  11. Part II Negotiation Booster Sealer
    1. Case 1 The Redline Documents Power Struggle
    2. Case 2 What Lies Beneath the Iceberg Tip
    3. Case 3 Labels are a Self-Fulfilling Prophecy
    4. Case 4 Do Not Split the Cake, Bake a Larger One
    5. Case 5 There is Always an Alternative
    6. Case 6 Communicate to Win
    7. Case 7 Perception is the Only Reality
    8. Case 8 Basic Instincts
  12. Part III Negotiation Booster Implementor
    1. The Negotiation Matrix
  13. Glossary of Negotiation Terms
  14. Works Cited
  15. References
  16. Index
  17. Backcover
54.173.221.132