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The Hidden Rules of Successful Negotiation and Communication

Getting to Yes!

  • Book
  • © 2014

Overview

Authors:
  1. Marc O. Opresnik

    1. Luebeck University of Applied Sciences, Luebeck, Germany

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  • 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
  • Includes supplementary material: sn.pub/extras

Part of the book series: Management for Professionals (MANAGPROF)

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Table of contents (10 chapters)

  1. Front Matter

    Pages i-xiv
    Download chapter PDF

  2. How You Learn to Successfully Negotiate

    • Marc O. Opresnik
    Pages 1-11

  3. Prepare for the Negotiation in Advance

    • Marc O. Opresnik
    Pages 13-31

  4. Gain Self-Motivation Through the Right Attitude

    • Marc O. Opresnik
    Pages 33-40

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

    • Marc O. Opresnik
    Pages 41-46

  6. Find Out the Objectives of Your Negotiating Partner

    • Marc O. Opresnik
    Pages 47-62

  7. Always Negotiate with a Sense of the Benefits for Your Negotiating Partner

    • Marc O. Opresnik
    Pages 63-100

  8. How to Respond to Objections and What to Do When It Gets Tough

    • Marc O. Opresnik
    Pages 101-106

  9. Special Aspects of Price Negotiations

    • Marc O. Opresnik
    Pages 107-117

  10. To Come to a Good Conclusion

    • Marc O. Opresnik
    Pages 119-123

  11. After the Negotiation Is Before the Negotiation

    • Marc O. Opresnik
    Pages 125-127

  12. Back Matter

    Pages 129-136
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Keywords

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.

Authors and Affiliations

  • Luebeck University of Applied Sciences, Luebeck, Germany

    Marc O. Opresnik

About the author

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.

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