Virksomhedsforhandlinger

A successful business deal maximizes value for all parties. Drawing on diverse case studies and decades of experience, Michael Klausner and Guhan Subramanian show how contracting parties can reach that goal through rigorous attention to incentives, information asymmetries, exit terms, moral hazard, and opportunism.

Are you tired of feeling like you're getting the short end of the stick in negotiations? Want to become a master at getting what you want in both business and life? Looking to take your negotiation skills to the next level?Look no further than "How to Become a Boss Negotiator in Business and Life." This comprehensive guide teaches you the art of negotiation with anyone, at any time, and anywhere to becoming a global negotiator. Whether you're a seasoned professional or just starting out in your career, this book is packed with practical strategies and techniques to help you master the art of negotiation.The world of negotiation can be intimidating, but it doesn't have to be. 'How to Become a Boss Negotiator in Business and Life' provides a comprehensive guide to mastering the art of negotiation with anyone, at any time, and anywhere. From learning how to read body language and nonverbal cues to understanding the psychology of persuasion, this book will give you the tools you need to come out on top in any negotiation. The book features a special section on how to negotiate with difficult people, which has been designed to help you overcome the challenges of negotiating with difficult people. Whether you're buying a car, selling a product, negotiating a salary, or seeking a promotion, this book shows you how to make sure that you get what you want - and avoid getting anything you don't.In this new book, I reveal the secrets behind the negotiation methods of some of the world's top-performing sales professionals and the world's most influential negotiation genius and coaches. The techniques I teach will help you increase your income, increase your personal and professional relationships, and improve your business results, no matter who you're negotiating with or where you happen to be when you negotiate.Inside, you'll learn how to:Build and maintain relationships with key stakeholdersCommunicate effectively and assertively to achieve your goalsNavigate difficult negotiations with confidence and poiseHandle objections and overcome obstaclesAnd much more.Negotiation is a skill that is essential in today's business world and in personal life. This book gives you the tools and strategies you need to negotiate with confidence, no matter the situation. Be it in a business meeting or family gathering. With easy-to-follow advice and real-world examples, "How to Become a Boss Negotiator in Business and Life" is the ultimate resource for anyone looking to boost their negotiation skills by negotiating the nonnegotiable and achieve success in their business and personal life.Don't miss this opportunity to become a master negotiator - Buy the Book Today and start reaping the rewards of your newfound skills.

As an introduction to the practice of mediation, this textbook is designed to acquaint the student with a basic knowledge of the anatomy of disputes, conflict, and mediation. Students using this text will learn to understand the sources and nature of conflict; conflict styles and their own personal conflict style; mediation concepts and different styles of mediation; and appropriate resolution methods. Students will be able to recognize the styles of conflicting parties; prepare and conduct a mediation session; provide an orientation to mediation for the parties; facilitate a meaningful exchange between the parties; help the parties recognize their positions; facilitate the parties in finding their best alternatives to a court rendered judgment; and act as a scribe for the parties when they reach an agreement. The 4th edition has been substantially revised to update with new information and laws particularly around mediating in the virtual world. Additionally, the role-plays have been enhanced to provide more information and techniques. This text complies with all the materials specific to meet the Supreme Court of Virginia's mediation certification requirements and includes all the basic skills of mediation throughout the world. it meets the knowledge and skills required of anyone wanting to be a mediator.

"How to Negotiate with Microsoft" unveils an arsenal of battle-tested strategies that equip you with the knowledge and skills necessary to navigate the complex world of Microsoft contracts, licensing, and pricing structures. Drawing from real-world experiences, this guide presents a step-by-step approach to help businesses and enterprises drive optimal outcomes and forge win-win agreements. Discover insider tips on how to: Effectively analyse your Microsoft needs and develop a targeted negotiation strategy.Navigate complex licensing structures and identify cost-saving opportunities.Uncover little known negotiation tactics and avoid costly pitfalls.Mitigate audit risks and defend against unexpected licensing challenges.Establish enduring relationships with Microsoft based on trust and mutual respect. Now is the time to transform your Microsoft negotiations from a daunting task to an opportunity for unparalleled value. Written for CIOs and Procurement leaders, this book will empower you and your organisation to maximize value and optimise your Microsoft spend like never before.

In the world of business software, Oracle looms large-a formidable giant known for its expansive range of solutions and influential market presence. But fear not, for within these pages lies the key to unlocking the mysteries of negotiating with Oracle, empowering you to level the playing field and achieve unprecedented results."How to Negotiate with Oracle" unveils an arsenal of battle-tested strategies that equip you with the knowledge and skills necessary to navigate the complex world of Oracle contracts, licensing, and pricing structures. Drawing from real-world experiences, this guide presents a step-by-step approach to help you drive optimal outcomes and forge win-win agreements.Discover insider tips on how to:Effectively analyse your Oracle needs and develop a targeted negotiation strategy.Navigate complex licensing structures and identify cost-saving opportunities.Uncover little known negotiation tactics and avoid costly pitfalls.Mitigate audit risks and defend against unexpected licensing challenges.Establish enduring relationships with Oracle based on trust and mutual respect.Prepare to become a master of negotiation as you unlock the door to Oracle's kingdom. It's time to seize control, maximize value, and optimise your spend like never before.

Looking for a new car? Feeling anxious about the negotiation process? Never fear, the Rebel Negotiator is here. As the great boxer Mike Tyson has said, "Everyone has a plan until they get punched in the mouth." How you react to that punch as a new car buyer is the difference between success and total failure once you enter the dealership. The average American will purchase nine new cars in a lifetime, according to IHS Automotive, an automotive research firm. No matter how many cars you buy, each purchase is probably stressful and anxiety-laden. It's been said that the average person would choose a root canal over negotiating with a car salesperson. And most people would rather buy a car online -- if they could. Even though the Internet arms you with plenty of data, it's useless if you fail to exploit it during negotiations. This book gives you a negotiation framework and a level of discipline that will train you to slip or duck that initial sales punch and, instead, land a counterpunch smack in the car salesperson's face. Let the stress subside and fear not -- the Rebel Negotiator is here to guide you through each step of buying that car.

"SHOW ME THE MONEY!" Few words are as timeless as those spoken by football player, Rod Tidwell, in the movie, Jerry Maguire. In return for his loyalty, Tidwell demanded Maguire achieve that one very important objective in his upcoming contract negotiation. For those of you who haven't seen the movie, rest assured, the mission was accomplished.For most of us, being shown the money is easier said than done. The average American will spend 90,000 hours at work over his lifetime. While most workers believe they deserve a raise, only half plan to ask for one. In a survey conducted by staffing firm Robert Half, workers preferred house cleaning, a root canal, or an IRS audit to asking for a raise.It's time to reschedule the root canal, put away the vacuum, and get the raise you deserve! This book gives you a framework that will train you to properly prepare for and remain agile, principled, and disciplined during your salary negotiation. Let the stress subside and fear not--the Rebel Negotiator is here to guide you through each step of the process and show you the money.

While many (East) Asians are becoming more confident in their own culture and ways of doing things, at the same time, they are open to the melding of east-west ways. Because of this form of cultural hybridization, it is useful to include the authors' multidisciplinary area studies training which decodes some of the cultural symbols and contextual language used in Asian negotiations. They do so keenly with globalization's impact in mind. Due to globalization, western styles of negotiations have constantly engaged closely with negotiations styles in Asia (including East Asia) and the cross-pollination of ideas between the two have resulted in hybridized negotiations styles in the contemporary setting.Distilled practitioner knowledge will be combined with literature review and theoretical readings to share with readers the intricacies as well as theoretician's conceptualizations of East Asian negotiation styles. The book is written from the sub-discipline of cross-cultural negotiating styles, adopting some sociological/anthropological perspectives, anecdotes and concepts to discuss this subject matter.This volume hopes to fill in the gap between theoretical and applied knowledge through the use of theoretical concepts that readers from the West and other English-language textbook readers are familiar with, while supplementing the concepts with practitioner-oriented case studies drawn from actual experiences. This prevents the publication from becoming a theory-heavy text.

A comprehensive 5-week programme on selling built around the reader's own individual traits and personality. Shape your own unique sales style and get people to buy what you're selling

Full of fascinating stories from the front line brought down to earth to carry into your next negotiation, this handbook will equip you with the skills to negotiate like a pro - whatever gets thrown at you.

Nicht TROTZ sondern MIT Einwänden mehr VerkaufsabschlüsseWollen Sie lernen wie Sie Kundeneinwände reduzieren?Wollen Sie mit Einwänden ohne Widerstand umgehen?Wollen Sie abschließen, OHNE Einwände zu behandeln?Dann sollten Sie vieles von dem, was Sie bisher über Einwände gehört haben vergessen!In diesem Buch erfahren Sie,* warum Einwände für Ihren Verkaufserfolg wichtig sind.* welche Fehler es im Umgang mit Einwänden gibt und wie Sie diese vermeiden.* die wirksamsten psychologischen Techniken der Einwandbehandlung.* dass Sie verkaufen können, ohne Einwände zu behandeln.* wie Sie dem Kunden die Entkräftung seiner Einwände selbst überlassen.All das und noch viel mehr können Sie mit den Strategien zur Einwandbehandlung in diesem Buch erreichen. Lassen Sie sich überraschen. Sie werden staunen.

Mit psychologischen Fragetechniken noch erfolgreicher im VerkaufWollen Sie rasch eine tiefe Beziehung zu Kunden aufbauen?Wollen Sie etwaige Widerstände im Verkauf reduzieren?Wollen Sie nicht nur beraten, sondern vor allem auch Verkäufe abschließen?Dann müssen Sie vor allem eines beherrschen: Fragen stellen!Im ersten Teil des Buches finden Sie eine Vielzahl von Fragearten aus der Psychologie sowie eine Erklärung wie Sie diese optimal im Verkauf einsetzen. Im zweiten Teil werden diese Fragearten in allen Verkaufssituationen mit über 400 Beispielen eingesetzt.Mit den Inhalten dieses Buches werden Sie:* Deutlich mehr über die Bedürfnisse Ihres Kunden in Erfahrung bringen* Emotionale Verkaufssituationen rasch deeskalieren* Einwände spielerisch entkräften, ohne argumentieren zu müssen* Binnen kürzester Zeit tragfähige Beziehungen zu Kunden aufbauen* Ihre Abschlussquote deutlich erhöhenAll das und noch viel mehr können Sie mit den richtigen Fragetechniken erreichen. Lassen Sie sich überraschen. Sie werden staunen.

At last: a concise, practical guide that shows managers how to create agility at the bargaining table through thoughtful planning and preparation in the weeks, months, and years before formal negotiations begin, and how to do that on top of your regular full-time job.Agility in labor agreement negotiations is the ability to recognize and respond in the moment to threats and opportunities, both anticipated and unexpected. Agility gives you the confidence to talk with a party you may or may not be able to trust and have a conversation the outcome of which will significantly impact your company and future collective bargaining agreements. Agility allows you to pivot.

"We all know people who seem capable of connecting with almost anyone. They are the ones we turn to for advice, the ones who ask deep questions but also seem to hear what we are trying to say. What do they know about conversation that makes them so special? And what can they tell us about how communication really works? Supercommunicators, Charles Duhigg argues, understand--some by intuition, some by hard-won experience--that there is a science to how human beings connect through words. They understand that whenever we speak, we're actually participating in one of three distinct conversations: What is this really about? How do we feel? And who are we? They know the importance of recognizing--and then matching--each kind of conversation, and how to hear the complex emotions, subtle negotiations and hidden beliefs that color and inform everything we say. Our pasts, our values, our affiliations-our identities-shape every discussion we have, from who will pick up the kids to how we want to be treated at work"--

"Negociación Estratégica" es un libro dirigido a estudiantes y profesionales interesados en el tema de la negociación avanzada. Su objetivo es proporcionar a estos negociadores análisis más profundos, enfoques mejor estructurados, ideas y conocimientos adicionales y estrategias más avanzadas para negociar hábilmente, mediante la compilación de ideas útiles formuladas por el grupo de eruditos en cuyo aporte, de una manera u otra, se ha basado en la obra fundacional "Obtenga el sí" ("Getting to Yes"). Se enfoca desde lo práctico, por fases, de manera progresiva, que proporcionan al lector una caja de herramientas con conceptos eficaces -algunos básicos, otros intermedios y otros bastante avanzados- para superar las dificultades que surjan en una negociación.Está diseñado para ayudar a los negociadores a planificar una estrategia que les proporcionará la mejor posibilidad de lograr una resolución favorable.

Have you avoided arguments because you were afraid they would explode into a shouting match and threaten your most important relationships?What if you could speak your mind in an argument and not only win, but get people to like you more than they did before? How To Win Argument.Imagine going through life never fearing if a disagreement or conflict will come up. Because you know you can handle it. Imagine welcoming arguments as an opportunity. Not just to win, but to actually deepen and improve your relationships. Download this book today and discover: How to spot circular logic and nip it in the budHow to form credible arguments with sound reasoningHow to win every family argumentHow to spot appeals to emotion and counter themHow fallacies are used and abused in politicsFallacies used in gun legislationFallacies used in healthcareAnd much, much more!You can learn how and when to stand your ground without becoming "the bad guy" or losing face by relinquishing the ethical high ground.What you say is only a small portion of winning the argument. Learn how emotion and body language can make or break your well spoken position.

"Based on Bondi's wildly successful keynotes and workshops, Ask Like an Auctioneer is an actionable guide that shows you the secret to getting out of your comfort zone and into your "zone of freaking out" (ZOFO)"--

Global sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods, strategies and techniques that really work -- every day, in today's real-world selling situations. The Sales Bible is a gold mine of practical, hands-on information for sales professionals with Master Class content that includes: - The 10.5 Commandments of Sales Success. - The 39.5 ways to Sales Mastery. - Top-Down Selling-the real secret to finding the Decision Maker. - 25.5 ways to Get The Appointment that has eluded you - 19.5 Buying Signals-how to recognize them, and - Real-world advice on working a room and Building your Network - How to fill your sales pipeline with Prospects that are ready to buy - How to ask the Right Questions to make more sales in half the time - 10 great cold-call Opening lines - How to find the Hot Button and push it once you find it >Hundreds of techniques and sales methods . . . to help you get the toughest buyer to say "yes." Now at last, Jeffrey Gitomer has taken the title that began it all, and has completely updated and revised it. The Sales Bible is totally reworked to fit into his library of bestselling sales titles. It's sure to be THE must-have title for sales professionals worldwide who've already come to know and trust Jeffrey's inventive, irreverent sales wisdom.

Learn to Escape, Avoid or Sidestep Your Descent into the QuicksandStuck Entrepreneurs provides inventive strategies for the quicksand-mired businessperson who asks, what am I doing wrong? or how can I break this inertia and move my business forward?The author delivers advice that is steeped in real-world experience gleaned from his own variety of business ventures and consulting practice, and packed with his entertaining business stories. Some are happy, others are, well, disturbing.This book casts a wide target readership net; from wanna-be and early-stage entrepreneurs seeking a foothold for their ventures, to established businesses floundering in the paralysis of quicksand.Further, in this post-pandemic economic environment, many entrepreneurs, managers and professionals are laboring to re-birth their businesses. This book will provide the counsel and energy to strategize that return journey.Stuck Entrepreneurs is a combination business manual and a workbook. Each chapter includes a challenging, self-directed workbook that encourages the reader to learn through the author's own 'how to' or 'how not to' shared experiences.

¿Cómo puede ayudarte este libro a conseguir más ventas ahora mismo? El pequeño libro rojo de las ventas de Jeffrey Gitomer llegó a ser el clásico más vendido de todos los tiempos porque es el único libro de ventas que se centra tanto en "cómo vender" como en el secreto desconocido de las ventas, "por qué compra la gente". Respuestas que todo vendedor quiere y necesita. Esta edición clásica también cuenta la historia nunca antes publicada de cómo surgió El pequeño libro rojo, e incluye contenido extra de las mejores ideas y pensamientos de Jeffrey. Ha aparecido en todas las listas de libros más vendidos, incluyendo el codiciado New York Times. El pequeño libro rojo apareció en la lista del Wall Street Journal durante 103 semanas consecutivas, todo un récord. Los líderes de ventas dicen: "Doy el libro a todos los nuevos vendedores". "¡ES OBLIGATORIO LEERLO e IMPLEMENTARLO!". "Ha dado en el clavo en cuanto a lo que funciona y por qué funciona". "Trocitos de ORO de ventas que puedes asimilar y utilizar en el mismo minuto". Con autoevaluaciones e información del mundo real fáciles de entender, El pequeño libro rojo de las ventas te ofrece la perspectiva y las estrategias necesarias para entender por qué se producen las ventas. El libro incluye Los 12,5 principios de la grandeza en las ventas de Jeffrey y estrategias y respuestas de toda una vida de ventas que te enseñarán cómo realizar ventas. Y al dominar los principios que Jeffrey Gitomer te da, lograrás que las ventas sucedan por su propia cuenta... para siempre. How can this book help you make more sales right now? Jeffrey Gitomer's Little Red Book of Selling became the all-time bestselling Classic because it's the only sales book that focuses on BOTH "how to sell" and the unknown secret of selling, "why people buy." Answers that every salesperson wants and needs. This classic edition also tells the never-before published backstory of how the Little Red Book came about, and includes bonus content of Jeffrey's best ideas and thoughts. Making every bestseller list including the coveted New York Times, the Little Red Book made the Wall Street Journal list a record-setting 103 straight weeks. Sales leaders are saying, "I give it to every new salesperson." "A MUST READ and IMPLEMENT!" "You hit the nail on the head with regards to what works and why it works." "Bite-size chunks of sales GOLD you can absorb and use the same minute." With self-tests and easy to grasp, real world information, the Little Red Book of Selling gives you the insight and strategies to understand why sales happen. The book includes Jeffrey's 12.5 Principles of Sales Greatness and strategies and answers from a lifetime of selling that will teach you how to make sales. And by mastering the principles that Jeffrey Gitomer gives you, you'll make sales happen for yourself... forever.