Les Cles De La Negociation Efficace Les Points Essentiels Avec Des Exemples Concrets Pour Reussir Une Negociation Commerciale Book PDF, EPUB Download & Read Online Free

Les Cles De La Negociation Efficace
Author: Victor Cabrera
Publisher: Createspace Independent Publishing Platform
ISBN: 151879310X
Pages: 126
Year: 2015-12-01
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"Les clés de la négociation efficace" - ** BEST SELLER AMAZON KINDLE catégorie Marketing et publicité ** => Édition papier enrichie!Les points essentiels avec des exemples concrets pour réussir une négociation commerciale.Ou comment aborder vos négociations commerciales avec les bonnes tactiques.Vous allez être surpris de constater à quel point des réflexes simples mais utilisés au bon moment, vont vous permettre de gagner en temps et en confiance, et surtout de garder la maîtrise de votre négociation.Avez-vous déjà vécu cette situation où face à un prospect/client, vous vous êtes senti en panique, les mains moites, la gorge sèche. Votre interlocuteur prenant petit à petit le contrôle de la discussion et vous, vous ne savez plus comment rebondir, comment vous sortir de ce guet-apens dans lequel vous savez que vous êtes tombé et dont vous ne pouvez plus vous extraire, si ce n'est en faisant des concessions au-delà de vos possibilités ?Vous faites pourtant de votre mieux, vous avez une offre en laquelle vous croyez et pourtant, ça ne fonctionne pas. Votre interlocuteur finit par prendre le dessus et vous avez l'impression de perdre aussi en crédibilité. Et au final, l'accord qui est conclu n'est pas à votre avantage, ce qui vous contrarie encore plus.L'idée est que vous puissiez vous améliorer, pas à pas, mais de façon durable afin de rester chaque jour motivé et vous sentir progresser.Il est réellement possible, qu'à partir de positions de départ à priori divergentes, vous puissiez aboutir à la fois à un résultat « gagnant-gagnant » et développer de meilleures relations avec les autres parties de la négociationJe veux vraiment vous faire bénéficier de mon retour d'expérience, y compris vous confier les négociations, où, je l'avoue, je n'ai pas été très performant mais dont j'ai tiré des conclusions qui m'ont permis d'avancer ensuite beaucoup plus vite que certains de mes co-équipiers.Je vous explique chaque étape, pas à pas, toujours illustrée par des mises en situation pour vous aider à rentrer rapidement en action.J'ai souhaité rassembler les notions les plus utiles et les exemples concrets récoltés tout au long de mon expérience en négociation commerciale Les 8 clés pour mener une négociation efficace et obtenir ce que vous désirez# Clé n°1 # : Faites sauter vos blocages et lever les barrières psychologiques: Osez négocier!# Clé n°2 # : Définissez le cadre de la négociation : sachez où vous allez !# Clé n°3 # : Définir le plan B: BATNA ou MESORE# Clé n°4 # : Soyez ambitieux: Affichez une exigence élevée!# Clé n°5 # : Défendez toujours vos positions face à une demande de concession!# Clé n°6 # : Une concession = Une contrepartie# Clé n°7 # : Reculez à pas de fourmis lorsque vous devez concéder! # Clé n°8 # : Osez engager votre interlocuteur vers la conclusion. Les 4 pièges de la négociation # Piège n°1 # : Ne pas avoir défini de limites# Piège n°2 # : Confondre la position affichée avec la demande réelle# Piège n°3 # : Laisser l'affect prendre le dessus# Piège n°4 # : Vouloir négocier ce qui ne peut pas l'êtreQuel type de négociateur êtes-vous ?Comment déceler le profil du négociateur adverse?Quelle stratégie de négociation vous devez utiliser?Comment décoder le Non Verbal en Négociation ?ConclusionBibliographie*** EN EXCLUSIVITÉ POUR LES LECTEURS DE CE LIVRE ***Accès à une formation vidéo BONUS de 67 minutes qui vient enrichir chaque tactique de négociation présentée avec des exemples concrets issus du terrain + un PLAN D'ACTION prêt à l'emploi afin de préparer toutes vos prochaines négociations commerciales professionnellement et efficacement!Avec ce pack spécial négociation, vous allez devenir un négociateur HORS PAIR au quotidien, que ce soit en privé ou dans vos affaires !
How to Connect in Business in 90 Seconds Or Less
Author: Nicholas Boothman
Publisher: Workman Publishing
ISBN: 0761153594
Pages: 256
Year: 2002-06-03
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The author brings his innovative system of forging instant connections to the workplace, providing the fundamentals for creating and maintaining effective business relationships.
Bargaining for Advantage
Author: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Pages: 320
Year: 2006-05-02
View: 369
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The tools you need to negotiate effectively in every part of your life As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: • A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator • A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging • A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track From the Trade Paperback edition.
The 48 Laws Of Power
Author: Robert Greene
Publisher: Profile Books
ISBN: 1847651348
Pages: 463
Year: 2010-09-03
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'Machiavelli has a new rival, and Sun-tzu had better watch his back' - New York Times Robert Greene's laws are now famous: Law 1: Never outshine the master. Law 2: Never put too much trust in friends; learn how to use enemies. Law 3: Conceal your intentions. Law 4: Always say less than necessary. At work, in relationships, on the street or on the 6 o'clock News: the 48 Laws apply everywhere. For anyone with an interest in conquest, self-defence, wealth, power or simply being an educated spectator, The 48 Laws of Power is one of the most useful and entertaining books ever; it 'teaches you how to cheat, dissemble, feign, fight and advance your cause in the modern world.' (Independent on Sunday). Robert Greene will teach you the distilled wisdom of the masters - illustrated through the tactics, triumphs and failures from Elizabeth I to Henry Kissinger on how to get to the top and stay there. Wry, ironic and clever, this is an indispensable and witty guide to power. The perfect gift book for the power-hungry (and who doesn't want power?); this is the Concise Edition of an international bestseller. From the internationally bestselling author of Mastery, The Art Of Seduction, and The 33 Strategies Of War.
How to Sell Anything to Anybody
Author: Joe Girard, Stanley H. Brown
Publisher: Simon and Schuster
ISBN: 0743273966
Pages: 179
Year: 2006-02-07
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"The world's greatest salesman" reveals the spectacular selling principles that have brought him to the top of his profession as he offers helpful advice on how to develop customer profiles, how to turn a prospect into a buyer, how to close the deal, and how to establish a long-term relationship with one's customers. Reprint. 25,000 first printing.
Employees First, Customers Second
Author: Vineet Nayar
Publisher: Harvard Business Press
ISBN: 1422139069
Pages: 198
Year: 2010
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Imagine a management philosophy based not upon serving a company's customers, but on serving the company's employees. Vineet Nayar, CEO of HCL Technologies in India, has put such a philosophy into practice with remarkable results. His "employee first, customer second" mantra has been recognized globally as an example of organizational innovation, and was deemed a "new and radical management philosophy" ripe for the picking in the Western world by Business Week. In this book, Nayar himself describes his blunt refusal to treat the flesh and blood of HCL--its people--as "human resource" or as "intellectual capital" or even as an asset like all its other assets-and how his unique perspective led to an holistic transformation of his organization. By putting employees on top of the organizational pyramid, he argues, your company can fully realize the value created in the interface between customers and employees. This book leads managers and executives through the five core aspects of Nayar's approach, demonstrating how to create a sense of urgency, overhaul incentives and reporting structures, foster transparency in communications and feedback, provide platforms for achievement and personal growth, and finally recognize the potential of every individual in the organization. The "Employee First" philosophy should be the fulcrum of the transformation journey of any organization.
Jeffrey Gitomer's Little Red Book of Sales Answers
Author: Jeffrey H. Gitomer
Publisher: Ft Press
ISBN: 0131735365
Pages: 202
Year: 2006
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Provides answers to a variety of sales-related questions, offering information on topics including personal improvement, competition, skill building, customer relations, ethics, networking, and problem solving.
Getting to Yes
Author: Roger Fisher, William L. Ury, Bruce Patton
Publisher: Penguin
ISBN: 1101539542
Pages: 240
Year: 2011-05-03
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The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.
International Business Negotiations
Author: Pervez N. Ghauri, Jean-Claude Usunier
Publisher: Emerald Group Publishing
ISBN: 0080442935
Pages: 522
Year: 2003
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Today there is hardly any company that can claim that it is not involved in international business (IB). A huge body of literature is available on international business, but there are very few publications on the most important aspect of IB, namely negotiations. The purpose of this book is to enhance our understanding about the impact of culture and communication on international business negotiations. Consequently to explore the problems faced by Western managers while doing business abroad and provide some guidelines for international business negotiations. The book is divided in four parts. The first part explains the nature of international business negotiations. The second part deals with culture and its aspect on international business and negotiations. Part three discusses negotiations for different type of businesses and finally, part four provides insightful examples from different parts of the world and provides concrete guidelines to handle cross-cultural negotiations. - Focuses on the most important aspect of international business: negotiations!
Dealing with Conflict
Author: Baden Eunson
Publisher: Wiley
ISBN: 0471337684
Pages: 192
Year: 2002-07-22
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Conflict situations can often be unpleasant, but they can also be great opportunities for learning and problem-solving. In this book, the specific skills of assertiveness and listening are explored, while non-communication sources of conflict are also considered. Conflict management strategies such as negotiation, mediation and arbitration are shown, but so too are conflict stimulation strategies - because some situations may call for more, not less, conflict.
The Science of Influence
Author: Kevin Hogan
Publisher: John Wiley & Sons
ISBN: 0470880716
Pages: 320
Year: 2010-09-17
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Get customers, clients, and co-workers to say "yes!" in 8 minutes or less This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable. Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble Make people feel instantly comfortable in your presence Decode body language, build credibility, and be persistent without being a pain Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on.
Practices for Scaling Lean & Agile Development
Author: Craig Larman, Bas Vodde
Publisher: Pearson Education
ISBN: 0321685083
Pages: 624
Year: 2010-01-26
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Lean and Agile Development for Large-Scale Products: Key Practices for Sustainable Competitive Success Increasingly, large product-development organizations are turning to lean thinking, agile principles and practices, and large-scale Scrum to sustainably and quickly deliver value and innovation. Drawing on their long experience leading and guiding lean and agile adoptions for large, multisite, and offshore product development, internationally recognized consultant and best-selling author Craig Larman and former leader of the agile transformation at Nokia Networks Bas Vodde share the key action tools needed for success. Coverage includes Frameworks for large-scale Scrum for multihundred-person product groups Testing and building quality in Product management and the end of the “contract game” between business and R&D Envisioning a large release, and planning for multiteam development Low-quality legacy code: why it’s created, and how to stop it Continuous integration in a large multisite context Agile architecting Multisite or offshore development Contracts and outsourced development In a competitive environment that demands ever-faster cycle times and greater innovation, the practices inspired by lean thinking and agile principles are ever-more relevant. Practices for Scaling Lean & Agile Development will help people realize a lean enterprise—and deliver on the significant benefits of agility. In addition to the action tools in this text, see the companion book Scaling Lean & Agile Development: Thinking and Organizational Tools for Large-Scale Scrumfor complementary foundation tools.
The Experience Economy
Author: B. Joseph Pine, James H. Gilmore
Publisher: Harvard Business Press
ISBN: 1422161978
Pages: 359
Year: 2011
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Rev. ed. of: The experience economy: work is theatre & every business a stage. 1999.
Mediating International Crises
Author: Jonathan Wilkenfeld, Kathleen Young, David Quinn, Victor Asal
Publisher: Routledge
ISBN: 1135994781
Pages: 256
Year: 2007-05-07
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This new book shows how international crises are dangerous episodes that can be destabilizing not only to the actors directly involved but also to the entire international system. Recognizing the primacy of crises as defining moments in international relations, scholars and policy makers alike are increasingly concerned with identifying mechanisms for crisis prevention, management and resolution. Mediating International Crises is the first comprehensive study into one such mechanism that has been used with increasing frequency in the 20th Century: mediation by a third party. This important research attempts to determine whether third party mediation is an effective means of alleviating or managing the turbulent and violent consequences of crises. The authors examine three approaches to mediation: facilitation communication between parties, formulating possible agreements and manipulating the parties through sanctions or rewards. They explore how these mediation approaches affect crisis outcomes through sanctions or rewards The book begins with a thorough discussion of the theoretical literature on mediation, with particular attention paid to the important distinction between crisis management and conflict resolution. The authors then provide empirical analyses of instances of mediation in 20th century international crises, which is supplemented with data derived from simulated negotiation settings with human subjects.
Influence
Author: Robert B. Cialdini, PhD
Publisher: Harper Collins
ISBN: 0061899879
Pages: 336
Year: 2009-06-02
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Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success. Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.

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