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Your own terms : a woman's guide to taking charge of any negotiation
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| 자료유형 | 단행본 |
|---|---|
| 서명/저자사항 | Your own terms : a woman's guide to taking charge of any negotiation/ Yasmin Davidds, PsyD with Ann Bidou. |
| 개인저자 | Davidds, Yasmin,author. Bidou, Ann,author, |
| 형태사항 | 1 online resource. |
| 기타형태 저록 | Print version: Davidds, Yasmin. Your own terms 9780814436028 |
| ISBN | 9780814436035 081443603X |
| 서지주기 | Includes bibliographical references and index. |
| 내용주기 | Cover; Title; Contents; Acknowledgments; Part 1: Own Your Game; Chapter 1: Empower Yourself; Transform How You Think and Feel; Thirty-One Ways to Negotiate a Win-Win Solution; The Keys to Collaborative Negotiation; Discover Your Personal Values: Core Negotiation Principles; Chapter 2: Your Style: Changes You Need to Make When Negotiating with Men or Women; Navigating the Collision Course: Likability vs. Competence; Leverage Gender Styles to Work Together Effectively; The Impact of the ""Entitlement Effect"" on Male/Female Negotiating Styles; Manage Your Impression to Avoid Backlash. Three Ways to Counter BacklashDiscover Your Personal Values: Identify Your Two Most Important Principles; Chapter 3: How Not to Sabotage Your Negotiating Power; Six Ways to Combat Inward Sabotage; The Seven-Second Rule for Combating Outward Sabotage; What You Say Can Hurt You; Discover Your Personal Values: Give Your Beliefs a Stress Test; Chapter 4: The Four Stages of Negotiation; Stage 1: Planning and Preparation; Stage 2: Opening the Negotiation; Setting the Tone; Stage 3: Idea and Information Exchange; Moving to Agreement. Stage 4: Closing Strategies That Ensure Commitment and PerformanceDiscover Your Personal Values: Clarify Your Definitions; Chapter 5: Determine Which Negotiation Style Is Right for You; Five Comfort Zone Styles; Style 1: The Avoider; Style 2: The Accommodator; Style 3: The Compromiser; Style 4: The Competitor; Style 5: The Collaborator; Discover Your Negotiation Skills: Style Assessment; Chapter 6: Manage Negotiations with the ""Backwards Mapping"" Technique; Determine Who the Stakeholders Are; Identify the Essential Issues; Choose the Right Time; Find the Right Approach. Take the Right Steps at the Right TimeThe Backwards Mapping Technique; Break Down Barriers; Discover Your Negotiation Skills: Backwards Mapping; Part 2: Build Leverage with Your Negotiation Toolbox; Chapter 7: Offensive Maneuvers and How to Counter Them; Defend Yourself Against Hardball Tactics; Defensive Tactics for All Occasions; Negotiation Is About Perception, Not Reality; The Role of Experts in a Negotiation; Discover Your Negotiation Skills: Name the Tactic; Chapter 8: Power Moves for Handling Difficult People; Dealing with the Intentionally Difficult Person. Dealing with the Accidentally Difficult PersonDealing with the Unfulfilled Difficult Person; A Planning Worksheet for Negotiating with Difficult People; Discover Your Personal Values: Sticking to Your Principles in Challenging Situations; Chapter 9: Communication Strategies That Create a Level Playing Field; The Role of Gender Attitudes Toward Winning; How to Gain Control of a Negotiation; What to Do When Problems Arise; Test Assumptions, Broad Statements, and Mutual Understanding; How to Make Acceptable Counterproposals; Avoid Diluting Your Arguments; How to Defend Against Gender Bias. |
| 요약 | When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we're viewed as weak. But if we play hardball, we can be seen as overly aggressive-and the strategy backfires. No wonder most women hate negotiating. In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established tactics. Guidelines, stories, and exercises illuminate the psychology of negotiation and reveal how women can: Control how they are per. |
| 일반주제명 | Negotiation in business. Negotiation. Businesswomen. BUSINESS & ECONOMICS --Industrial Management. BUSINESS & ECONOMICS --Management. BUSINESS & ECONOMICS --Management Science. BUSINESS & ECONOMICS --Organizational Behavior. Businesswomen. Negotiation. Negotiation in business. |
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