The Hidden Rules of Successful Negotiation and Communication Getting to Yes [Hardcover]

Negotiations in?professional or private?life often take an unsatisfactory course due to?stress,?confrontation with?aggressive or unfair behavior, or because?of overwhelming situations.
Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also?considers? soft skills without which negotiations cannot be successful.
This book?presents practical examples in?dealing with?situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing?negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.Introduction.- How You Learn to Successfully Negotiate.- Prepare for the Negotiation in Advance.- Gain Self-Motivation Through the Right Attitude.- Create Confidence and a Positive Basis for Discussion by the Proper Greeting.- Find Out the Objectives of Your Negotiating Partner.- Always Negotiate With a Sense of the Benefits for Your Negotiating Partner.- How to Respond to Objections and What to Do When It Gets Tough.- Special Aspects of Price Negotiations.- To Come to a Good Conclusion.- After the Negotiation Is Before the Negotiation.- Final Word.Prof. Dr. Marc Oliver Opresnik is a Professor of Marketing and Management and Member of the Board of Directors at SGMI St. Gallen Management Institute, a leading international business school, and Professor of Business Administration at the L?beck Univl.