Business Negotiation

Gaëlle Moal-Ulvoas avec la contribution de Denis Harrington, Daniel Cox - Collection Marketing

192 pages, parution le 30/06/2014

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Résumé

Negotiation is all around us. We negotiate all the time without knowing it or calling it a negotiation: with our family and friends, with our colleagues and boss at work, while purchasing a second hand car or to get out of a conflicting situation. Negotiation is a solution oriented approach of a problem, which aims at finding a mutually beneficial outcome for the parties involved.

In a business context, goals need to be achieved which often involve more than one person or institution. They are related to sales development, profitability management, delivery, after-sales services, or the payment of invoices. Since it places the parties involved in a professional context, they must learn to become professional negotiators and perform as such. Negotiation is thus an essential business skill.

This book takes the reader step by step from the introductory to the advanced negotiation level. Each chapter is illustrated with examples, short cases and video interviews of sales managers. More complex negotiations are approached through three dedicated chapters: solving problems to develop loyalty, negotiate under pressure and negotiate with foreign clients. A chapter also addresses the sensitive topic of business negotiation ethics.

The book provides a rich glossary of business negotiation vocabulary available in four different languages: English, French, German and Spanish.

Caractéristiques techniques

	PAPIER
Éditeur(s)	De Boeck
Auteur(s)	Gaëlle Moal-Ulvoas
Collection	Marketing
Parution	30/06/2014
Nb. de pages	192
Format	17,5 x 24
Couverture	Broché
Poids	342g
Intérieur	Noir et Blanc
EAN13	9782804183165
ISBN13	978-2-8041-8316-5