Description
A successful negotiation is not a matter of chance, but usually the result of professional preparation and special skills. This is what we call negotiating skills.With its easy-to-use 4-Phase-Model (PONO Concept), this book provides you with a practical and concrete structure that has proven itself very well in business (and private) negotiations for many years.You will learn how to: Systematically prepare and conduct your negotiations. Actively control negotiations. conduct negotiations successfully using the 4-Phase-Model. Recognise different negotiation strategies. Recognise signals and how to respond to them. Deal with barriers in negotiations. Deal with uncooperative or aggressive negotiating partners. Reduce the rejection rate of your own proposals. Better assess concessions. Achieve a win-win situation. Implement negotiation strategies appropriate to the situation. Work confidently and purposefully with lists of demands. Successfully master difficult negotiation situations. Apply different negotiation tactics. Recognise typical negotiation pitfalls and respond to them professionally. Communicate effectively to reach binding agreements. Dr. rer. nat. Ulrich Striebl, Jahrgang 1965 ist Unternehmer, Buchautor und erfolgreicher Trainer und Coach. Als Senior Management Trainer bei Portapatet, der Schmiede für Führung und Persönlichkeit mit dem besonderen Highlight: Pferdegestütztes Managementtraining, konnte er schon viele tausend Teilnehmende begeistern. Er ist Experte für Verhandlungstechnik, Führungskräfteentwicklung und Teamentwicklung und seit mehr als 25 Jahren in unterschiedlichen Führungspositionen in Vertrieb und Marketing in der Biotech-Branche tätig.
