- ホーム
- > 洋書
- > 英文書
- > Business / Economics
Full Description
When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we're viewed as weak. But if we play hard-ball, we can be seen as overly aggressive - and the strategy backfires. No wonder most women hate negotiating.In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established tactics. Guidelines, stories, and exercises illuminate the psychology of negotiation and reveal how women can:
Control how they are perceivedEliminate self-sabotaging beliefs and behaviorsDiscover their personal negotiation styleEnvision the ideal outcome and map backwardsBuild leverageUnderstand an opponent's approach and adjust theirs in responseDeploy persuasion and redirection tactics
Set the bar high and negotiate to get there. With this empowering book, women learn the skills to win on their own terms - and open doors they never knew were shut.
Contents
CONTENTS
Acknowledgments xi
Part 1: Own Your Game
Chapter 1: Empower Yourself 3
Chapter 2: Your Style: Changes You Need to Make When Negotiating with Men or Women 16
Chapter 3: How Not to Sabotage Your Negotiating Power 30
Chapter 4: The Four Stages of Negotiation 41
Chapter 5: Determine Which Negotiation Style Is Right for You 53
Chapter 6: Manage Negotiations with the "Backwards Mapping" Technique 69
Part 2: Build Leverage with Your Negotiation Toolbox
Chapter 7: Offensive Maneuvers and How to Counter Them 85
Chapter 8: Power Moves for Handling Difficult People 100
Chapter 9: Communication Strategies That Create a Level Playing Field 112
Chapter 10: Fail-Proof Persuasion Tactics 126
Chapter 11: The Art of the Redirect: Managing Destabilizing Moves 141
Part 3: Winning Game Plans: Negotiating with Power and Grace
Chapter 12: Gender Intelligence and Negotiation 157
Chapter 13: How, When, and Why to Make Concessions 170
Chapter 14: Negotiating with the "Big Boys" 180
Chapter 15: Negotiate Your Way to Leadership Success 189
Chapter 16: The Real Test: Your Salary Negotiation 199
Chapter 17: Put Your Negotiation Skills to Work 209
Chapter 18: View from the Trenches: Lessons for Women as Leaders and Negotiators 221
Appendix 1—Language of Negotiation 241
Appendix II—Personal and Professional Checklist for Complex Negotiations 245
Notes 247
Resources 251
Index 255
