The Hidden Rules of Successful Negotiation and Communication: Getting to Yes! (Management for Professionals)

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. Every day we negotiate, whether in private or professional life. Discover the secrets of successful negotiation and learn successful negotiation techniques from a book packed with expert tips and practical examples! Discern what motivations lie behind the actions of your negotiating partners and learn how to prepare yourself optimally, keep a cool head in difficult situations and successfully implement the lessons of negotiation psychology! This modern counselor provides insights into economic, psychological and social aspects of negotiations in an innovative and easy -to-read manner. He turns gray theory into colorful reading. Dr. Sandra Maria Gronewald, journalist and presenter for ZDF In this compact and easy to understand book you will find many beneficial observations and educational experiences. Prof. Dr. Dr. h.c. Bert Rürup , former Chairman of the German Council of Economic Experts This book is an indispensable guide for anyone who wants to make communication more successful. Prof. Dr. Burkhard Schwenker, Chairman of the Executive Committee of the consulting firm Roland Berger Strategy Consultants This book contains case studies for effective practice that explain what is most important in negotiations. Stefan Dräger, Chairman of Dräger Verwaltungs AG In this compact and easy-to-read book, the author illustrates how negotiations can be made more successful. Carsten Cramer, Director of Marketing and Authorized Signatory of Borussia Dortmund GmbH & Co. KgaA A valuable and important book for everyone who needs to communicate easily and to negotiate successfully. Dr. Dietmar Otti, Managing Director of Marketing at Axel Springer Media Impact Front Matter....Pages i-xiv How You Learn to Successfully Negotiate....Pages 1-11 Prepare for the Negotiation in Advance....Pages 13-31 Gain Self-Motivation Through the Right Attitude....Pages 33-40 Create Confidence and a Positive Basis for Discussion by the Proper Greeting....Pages 41-46 Find Out the Objectives of Your Negotiating Partner....Pages 47-62 Always Negotiate with a Sense of the Benefits for Your Negotiating Partner....Pages 63-100 How to Respond to Objections and What to Do When It Gets Tough....Pages 101-106 Special Aspects of Price Negotiations....Pages 107-117 To Come to a Good Conclusion....Pages 119-123 After the Negotiation Is Before the Negotiation....Pages 125-127 Back Matter....Pages 129-136