Book tips - A matter of negotiation
Negotiable
Talking brings people together. And if people also want to achieve a balance of interests, it takes more than just masterful small talk after the obligatory greetings and preliminary banter. When it gets down to business, rhetorical skill is just as important as strategy. This can be very useful in many areas of life. Whether it's a software license, business conference, used car, carrying a suitcase, flea market find, happiness, insurance, promotion, hostage-taking, child's name, recourse, criminal case, salary, coalition, war and peace, tie, contract, proposed date, crude oil price, working group, savings account interest, broad grin, education, relationship, collective bargaining agreement, merger - everything is somehow a matter of negotiation. The books in April show how it could work.
" Those who do not know how to put their thoughts on ice should not enter into the heat of an argument. " -Friedrich Nietzsche
Source: E-3 Magazine - April 2017 issue
Emotions in negotiations
Negotiations can be observed in almost all human interactions. Emotions in particular play a decisive role here. However, subtle aspects such as emotions are perceived as a particular challenge for management in negotiations, as they can have serious consequences for the company. A well-founded examination of emotions in negotiations is therefore indispensable.
Conflict management
In times of great change, companies must be able to deal with tensions, friction and contradictions. Managers and board members therefore need sound knowledge and skills in conflict management. Friedrich Glasl's handbook develops a scientifically based, comprehensive model for the diagnosis and treatment of conflicts, which has also proven itself in practice many times over.
The contract negotiation
This work is dedicated to corporate contract negotiation. The insights, tactics and strategies discussed here can be applied both in negotiations between companies and in internal company negotiations. Interdisciplinary psychological, legal and business aspects as well as findings from communication science are therefore included in the analysis.
Argue!
We argue every day and often believe that we have been convincing. In many cases, we are then surprised when the person we are talking to is not convinced after all. Why is that? The reason is often that we argue unconsciously and intuitively. This book shows how to argue in a professional, targeted and ultimately convincing manner and how to use the appropriate choice of argumentation strategy in a targeted manner.
Negotiate confidently
We negotiate every day: at work and in our private lives. From a psychological point of view, negotiation is complex, but it is an art that you can learn and apply yourself with the right knowledge of the background and mechanisms. Using practical exercises and practical tips, Thomas Fritzsche demonstrates psychological strategies and methods for goal-oriented and successful negotiation.
