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特朗普式谈判:掌握每笔交易的有力策略-Trump-style negotiation: powerful strategies and tactics for mastering every deal文件编号:852

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标题(title):Trump-style negotiation: powerful strategies and tactics for mastering every deal
特朗普式谈判:掌握每笔交易的有力策略
作者(author):George H. Ross
出版社(publisher):Wiley
大小(size):386 kB (395386 bytes)
格式(extension):epub
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Ever since he wrote The Art of the Deal, Trump has been the world's most famous negotiator'even though he didn't reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner.  Read more...
Abstract: Ever since he wrote The Art of the Deal, Trump has been the world's most famous negotiator'even though he didn't reveal his actual deal-making secrets. Now, George Ross explains the tactics that too Trump to the top and how you can use those same tactics and strategies in your daily negotiations. A practical, real-world negotiation playbook, this is the ultimate guide for anyone who wants to negotiate like a proven winner
Table of contents :
Content: ""Title Page""
""Copyright Page""
""Dedication""
""Foreword""
""Introduction""
""WHAT IS TRUMP-STYLE NEGOTIATION?""
""MY EDUCATION IN THE ART OF NEGOTIATION""
""THE ORIGIN OF THIS BOOK""
""Chapter 1 --
WHAT IS NEGOTIATION ... REALLY?""
""THE RULES OF NEGOTIATION""
""NEGOTIATION IS PART OF LIFE""
""DEFINING NEGOTIATION""
""WHAT NEGOTIATION IS NOT""
""SEVEN GOALS TO HELP YOU SUCCEED IN ANY NEGOTIATION""
""CONCLUSION""
""I --
KEYS TO NEGOTIATING LIKE DONALD TRUMP""
""Chapter 2 --
HONE YOUR PERSONALITY""
""THE GOALS OF ANY NEGOTIATION: TRUST, RAPPORT, AND SATISFACTION"" ""EIGHT TIPS FOR BUILDING TRUST, RAPPORT, AND SATISFACTION""""NO ONE EVER ASKS FOR A POUND OF FRIENDSHIP OR A BUCKET OF INTEGRITY BUT THEY ... ""
""BE A CHAMELEONâ€"ADAPT YOUR NEGOTIATING STYLE TO THE NEGOTIATING ENVIRONMENT""
""Chapter 3 --
PROBE TO LEARN WHAT THE OTHER SIDE WANTS, FLUSH OUT WEAKNESSES, AND ... ""
""A FUNDAMENTAL RULE: DONâ€"! ACCEPT ANYTHING AT FACE VALUE""
""IMPORTANT FACT TO REMEMBER: DONâ€"! BELIEVE EVERYTHING SOMEONE WRITES OR SAYS""
""FEARS AND WISHES INFLUENCE PERCEPTION ON BOTH SIDES""
""ITâ€"! WRONG TO ASSUME THAT THE OTHER SIDE KNOWS WHAT YOU KNOW"" ""BEWARE OF THE AURA OF LEGITIMACY""""IDENTIFY THE KEY PEOPLE INVOLVED IN THE NEGOTIATION""
""THREE THINGS YOU MUST LEARN ABOUT THE OTHER SIDE""
""UNCOVER HIDDEN WEAKNESSES AND INFORMATION""
""EXPLOITING WEAKNESS""
""TWO COMMON WEAKNESSES""
""Chapter 4 --
BE A MASTER SALESMAN""
""ENTHUSIASM INSPIRES OTHER PEOPLE""
""IF YOU BUILD RELATIONSHIPS WITH OTHER PEOPLE, IT MAKES THE DEAL WORK""
""SHOWMANSHIP SELLS YOUR IDEAS""
""GOOD PREPARATION ULTIMATELY WINS THE DEAL""
""ZIFF’S PRINCIPLE OF LEAST EFFORT""
""YOU MUST HAVE TENACITY TO SUCCEED"" ""Chapter 5 --
CONTROL THE PACE OF THE NEGOTIATION""""CONTROL THE PACE""
""THREE EASY WAYS TO CONTROL THE PACE OF A NEGOTIATION""
""DEADLINES""
""A VALUABLE NEGOTIATION TOOL: YOUR CRITICAL PATH""
""DELAYS""
""PLANNING A NEGOTIATION""
""USE PARALLEL NEGOTIATING TRACKS""
""MURPHY WAS AN OPTIMIST""
""USE DEADLOCKS TO YOUR ADVANTAGE""
""Chapter 6 --
HARNESS THE POWER OF HUMAN NATURE""
""PSYCHOLOGY OF NEGOTIATING""
""OPERATE ON ZIFF’S PRINCIPLE OF LEAST EFFORT""
""Chapter 7 --
INFORMATION IS POWER""
""ACTUAL KNOWLEDGE""
""APPARENT KNOWLEDGE"" ""Chapter 8 --
KEEP MULTIPLE SOLUTIONS IN MIND""""DEFINE THE BOTTOM LINE IN ITS VARIOUS ASPECTS""
""CONSIDER LONG-TERM BENEFITS VERSUS SHORT-TERM NEGATIVES""
""USE FLEXIBILITY AS A STRATEGIC TOOL""
""BOTTOM-LINE DEFINITIONS""
""EXPLOITING SHORT-TERM FINANCIAL THINKING IN OTHERS""
""Chapter 9 --
WIN THROUGH DISCIPLINE""
""HOW TO PREPARE""
""YOUR MOST POWERFUL TOOL: A DEAL BOOK""
""REVIEW EVERY NEGOTIATION IMMEDIATELY AFTERWARD""
""II --
STRATEGIES FOR SPECIAL SITUATIONS""
""Chapter 10 --
POWER NEGOTIATING TACTICS AND COUNTERMEASURES""

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