The Hidden Rules of Successful Negotiation and Communication: Getting to Yes!

  • 2h 57m
  • Marc O. Opresnik
  • Springer
  • 2014

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.

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.

In this Book

  • The Hidden Rules of Successful Negotiation and Communication─Getting to Yes!
  • You Must Always and Everywhere Negotiate
  • How You Learn to Successfully Negotiate
  • Prepare for the Negotiation in Advance
  • Gain Self-Motivation Through the Right Attitude
  • Create Confidence and a Positive Basis for Discussion by the Proper Greeting
  • Find Out the Objectives of Your Negotiating Partner
  • Always Negotiate with a Sense of the Benefits for Your Negotiating Partner
  • How to Respond to Objections and What to Do When It Gets Tough
  • Special Aspects of Price Negotiations
  • To Come to a Good Conclusion
  • After the Negotiation Is Before the Negotiation
  • Practice Makes Perfect
  • Give Me Your Feedback!
  • Bibliography


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