The Hidden Rules of Successful Negotiation and Communication Getting
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
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Marc O. Opresnik
The Hidden Rules of Successful Negotiation and Communication Getting to Yes!
Management for Professionals
For further volumes: http://www.springer.com/series/10101
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Marc O. Opresnik
The Hidden Rules of Successful Negotiation and Communication Getting to Yes!
Marc O. Opresnik Luebeck University of Applied Sciences Luebeck Germany
Translation from the German language edition: “Die Geheimnisse erfolgreicher Verhandlungsfu¨hrung” by Marc Opresnik Copyright # Springer Gabler 2013 Springer Gabler is part of Springer Science+Business Media. All Rights Reserved. ISSN 2192-8096 ISSN 2192-810X (electronic) ISBN 978-3-319-06193-1 ISBN 978-3-319-06194-8 (eBook) DOI 10.1007/978-3-319-06194-8 Springer Cham Heidelberg New York Dordrecht London Library of Congress Control Number: 2014942867 # Springer International Publishing Switzerland 2014 This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. Exempted from this legal reservation are brief excerpts in connection with reviews or scholarly analysis or material supplied specifically for the purpose of being entered and executed on a computer system, for exclusive use by the purchaser of the work. Duplication of this publication or parts thereof is permitted only under the provisions of the Copyright Law of the Publisher’s location, in its current version, and permission for use must always be obtained from Springer. Permissions for use may be obtained through RightsLink at the Copyright Clearance Center. Violations are liable to prosecution under the respective Copyright Law. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. While the advice and information in this book are believed to be true and accurate at the date of publication, neither the authors nor the editors nor the publisher can accept any legal responsibility for any errors or omissions that may be made. The publisher makes no warranty, express or implied, with respect to the material contained herein. Printed on acid-free paper Springer is part of Springer Science+Business Media (www.springer.com)
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Introduction: You Must Always and Everywhere Negotiate
There are many books that will tell you the secrets of negotiation. Conventional books about negotiation are usually limited to strategies and techniques and often ignore crucial forms of communication and especially emotional intelligence, includ
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