Management for Professionals

The Hidden Rules of Successful Negotiation and Communication

Getting to Yes!

Authors: Opresnik, Marc Oliver

  • Includes insights from respected leaders in sports, business, entertainment and cultural fields
  • Convenient chronological structure along the process of a negotiation makes it a sophisticated guide for professionals
  • Provides vivid examples along with practical application aspects substantiated with summaries at the end of each section
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Buy this book

eBook $44.99
price for USA (gross)
  • ISBN 978-3-319-06194-8
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $59.99
price for USA
  • ISBN 978-3-319-06193-1
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $59.99
price for USA
  • Customers within the U.S. and Canada please contact Customer Service at 1-800-777-4643, Latin America please contact us at +1-212-460-1500 (Weekdays 8:30am – 5:30pm ET) to place your order.
  • Due: October 28, 2016
  • ISBN 978-3-319-35661-7
  • Free shipping for individuals worldwide
About this book

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.

About the authors

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 Lübeck University of Applied Sciences. In addition, Dr. Opresnik is a visiting professor of international universities such as the European Business School in London and the East China University of Science and Technology in Shanghai. His experiences spans 10 years of working in management and marketing positions for Shell International Petroleum Co. Ltd. and is the author of numerous articles and books, including the international marketing textbook "Marketing - A Relationship Perspective" (Vahlen, 2010). Along with Kevin Keller and Phil Kotler, one of the world’s leading marketing professors, he works as a co-author of the German edition of "Marketing Management", the "Bible of marketing," which will be released in 2014. As managing director of the consulting firm Opresnik Management Consulting, he works as a coach, keynote speaker and consultant to numerous international corporations, institutions and governments.

Table of contents (10 chapters)

  • How You Learn to Successfully Negotiate

    Opresnik, Marc O.

    Pages 1-11

  • Prepare for the Negotiation in Advance

    Opresnik, Marc O.

    Pages 13-31

  • Gain Self-Motivation Through the Right Attitude

    Opresnik, Marc O.

    Pages 33-40

  • Create Confidence and a Positive Basis for Discussion by the Proper Greeting

    Opresnik, Marc O.

    Pages 41-46

  • Find Out the Objectives of Your Negotiating Partner

    Opresnik, Marc O.

    Pages 47-62

Buy this book

eBook $44.99
price for USA (gross)
  • ISBN 978-3-319-06194-8
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $59.99
price for USA
  • ISBN 978-3-319-06193-1
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $59.99
price for USA
  • Customers within the U.S. and Canada please contact Customer Service at 1-800-777-4643, Latin America please contact us at +1-212-460-1500 (Weekdays 8:30am – 5:30pm ET) to place your order.
  • Due: October 28, 2016
  • ISBN 978-3-319-35661-7
  • Free shipping for individuals worldwide
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Bibliographic Information

Bibliographic Information
Book Title
The Hidden Rules of Successful Negotiation and Communication
Book Subtitle
Getting to Yes!
Authors
Series Title
Management for Professionals
Copyright
2014
Publisher
Springer International Publishing
Copyright Holder
Springer International Publishing Switzerland
eBook ISBN
978-3-319-06194-8
DOI
10.1007/978-3-319-06194-8
Hardcover ISBN
978-3-319-06193-1
Softcover ISBN
978-3-319-35661-7
Series ISSN
2192-8096
Edition Number
1
Number of Pages
XIV, 136
Number of Illustrations and Tables
16 b/w illustrations
Topics