Business negotiation
Negotiation is all around us. We negotiate all the time without knowing it or calling it a negotiation: with our family and friends, with our co.. Lire la suite
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Negotiation
is all around us. We negotiate all the time without knowing it or
calling it a negotiation: with our family and friends, with our
colleagues and boss at work, while purchasing a second hand car or to
get out of a conflicting situation. Negotiation is a solution oriented
approach of a problem, which aims at finding a mutually beneficial
outcome for the parties involved. In a business context, goals
need to be achieved which often involve more than one person or
institution. They are related to sales development, profitability
management, delivery, after-sales services, or the payment of invoices.
Since it places the parties involved in a professional context, they
must learn to become professional negotiators and perform as such.
Negotiation is thus an essential business skill. This book takes
the reader step by step from the introductory to the advanced
negotiation level. Each chapter is illustrated with examples, short
cases and video interviews of sales managers. More complex negotiations
are approached through three dedicated chapters: solving problems to
develop loyalty, negotiate under pressure and negotiate with foreign
clients. A chapter also addresses the sensitive topic of business
negotiation ethics. The book provides a rich glossary of business
negotiation vocabulary available in four different languages: English,
French, German and Spanish.
