Aller au contenu principal

Supplier Negotiation Made Simple

The 4 c Method
Ed Ainsworth
1re édition | août 2014 | 100 pages
9782804189211

A new approach to negotiation: the 4C Model for Compose - Communicate - Confront - Commit. A simple and efficient negotiation method... surprisingly simple but incredibly... Voir la suite

Livre 24,50 €
Disponible
Ajouter au panier

Description

A new approach to negotiation: the 4C Model for Compose - Communicate - Confront - Commit. A simple and efficient negotiation method... surprisingly simple but incredibly efficient!

For most people, negotiation is a question of natural instinct. It is something you cannot learn, you are either gifted or not gifted in this domain. However, no one has yet discovered the chromosome for negotiation!

And with good reason, negotiation is not a matter of instinct but a matter of know-how that some develop while others don't. Since it is based on know-how, negotiation is in fact, a process which can be analysed, understood, applied systematically and made simple to guarantee results that have nothing to do with luck.

This book will contribute towards you reaching this ambitious objective: supplier negotiation made simple. Negotiation profiles, styles, steps, procedural, decision and manipulative strategies, tools, techniques, tricks and ploys... the standard negotiation toolbox won't have any secret for you anymore. Yet, you will need to learn how to make the best use of it.

In this respect, the present book distinguishes itself from existing literature with the presentation of a new approach to negotiation: the 4C Model for Compose - Clarify - Confront - Commit, a simple and efficient negotiation method... surprisingly simple but incredibly efficient!

Sommaire

Part 1 INTRODUCTION TO NEGOTIATIONS

Chapter 1 Negotiations and you

Chapter 2 Negotiation profiles

Chapter 3 Negotiation styles

Chapter 4 The reasoned approach

Part 2 NEGOTIATION PROCESS

Chapter 1 The steps of the process

Chapter 2 Procedural strategies

Chapter 3 Decision strategies

Chapter 4 Manipulative strategies

Part 3 NEGOTIATING TECHNIQUES

Chapter 1 The tools

Chapter 2 Tricks and ploys

Part 4 The 4C METHOD

Chapter 1 The model

Chapter 2 The attitudes

Part 5 CASE STUDY

Chapter 1 The case of GOS Logistics Plc

Chapter 2 The role of the participants

Fiche technique

Titre Supplier Negotiation Made Simple
Edition 1re édition
Date de parution août 2014
Nombre de pages 100 pages
Dimensions 240 × 175 mm
Poids 220 g
ISBN-13 9782804189211
Type Livre
Format Broché
Collection Le management en pratique
Domaine(s) Management
Niveaux Universitaire