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Sinopsis

Getting to yes is not the same as getting results. The  business landscape of the 21st century has fundamentally changed.  As our choice of suppliers, markets, employers, and partners has  proliferated, businesses can no longer stay on top by negotiating  short-term victories. Nor can any organization hope to navigate  this complex economy by pursuing an endless cycle of zero-sum  transactions. The key to winning unbeatable, long-term results is  to negotiate solid long-term relationships.   Until now, even the most enlightened negotiation books have  focused on the signed agreement as their ultimate goal. But  yes is often the easiest place to get. The other  party will say yes to be polite or to make you go away when they  feel cornered by forceful analytical arguments. The difficulty is  in getting those same people to carry out their promise, fully,  willingly and consistently. In short, unless you have built a  mutually satisfying relationship you may never move beyond yes.  Traditionally, negotiation has been approached as an isolated  activity, separate from the business relationship or even from  implementation. However, businesses that focus only on getting the  deal often find their victory doesnt translate into profits.  In two decades as an international negotiator and mediator, Melanie  Billings-Yun, Ph.D. has seen hundreds of disputes arise and deals  collapse because the negotiation process left a bitter taste in one  partys mouth, because one side felt forced or tricked into  unfair terms, or because those terms were too rigid to cope with  the changes that inevitably occur. From that extensive experience  she developed a model of relationship negotiation  that has already won thousands of adherents around the world. The  GRASP method has five clear steps:      Understand the Goals of all parties, beyond the  immediate deal.      Develop Routes to maximize mutual benefit and promote  synergy among the parties.      Build openness, trust and common understanding through valid  Arguments.      Benchmark Substitutes to keep relationships from  growing stale or one-sided.      Increase your Persuasion through empathetic  communication and genuine care.      Through narrative lessons and stories, readers will learn how  fairness, honesty, empathy, flexibility and mutual problem-solving  will take them out of the punishing transactional grind and enable  them to achieve sustainable success. By following the simple but  powerful five-step GRASP negotiation process and drawing on the  lessons at the end of each chapter, readers will find that  negotiation becomes positive, exciting and rewarding instead of  painful and punishing. Most important, they will see how they  personally can profit from the central lesson of the 20th century:  the greatest victories come not through fighting battles, but  through building alliances.

Duración: alrededor de 9 horas (09:27:16)
Fecha de publicación: 20/07/2020; Unabridged; Copyright Year: 2020. Copyright Statment: —

• Empresa y economía