Yasmin Davidds

Your Own Terms

A Woman's Guide to Taking Charge of Any Negotiation

• Broschiertes Buch

Produktbeschreibung

When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we're viewed as weak. But if we play hard-ball, we can be seen as overly aggressive - and the strategy backfires. No wonder most women hate negotiating. In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established tactics. Guidelines, stories, and exercises illuminate the psychology of negotiation and reveal how women can: * Control how they are perceived * Eliminate self-sabotaging beliefs and behaviors * Discover their personal negotiation style * Envision the ideal outcome and map backwards * Build leverage * Understand an opponent's approach and adjust theirs in response * Deploy persuasion and redirection tactics Set the bar high and negotiate to get there. With this empowering book, women learn the skills to win on their own terms - and open doors they never knew were shut.

Produktdetails

• Verlag: HarperCollins
• Seitenzahl: 256
• Erscheinungstermin: 12. August 2015
• Englisch
• Abmessung: 226mm x 152mm x 20mm
• Gewicht: 408g
• ISBN-13: 9780814436028
• ISBN-10: 0814436021
• Artikelnr.: 42024935

Autorenporträt

YASMIN DAVIDDS, PSY.D., is founder and CEO of the Women's Institute of Negotiation (WIN) and the Latina Global Executive Leadership Program. She has trained thousands of corporate leaders across the globe. ANN BIDOU is a writer and the coauthor of Career Match and Personality Power.

Inhaltsangabe

CONTENTS
Acknowledgments xi
Part 1: Own Your Game
Chapter 1: Empower Yourself 3
Chapter 2: Your Style: Changes You Need to Make When Negotiating with Men
or Women 16
Chapter 3: How Not to Sabotage Your Negotiating Power 30
Chapter 4: The Four Stages of Negotiation 41
Chapter 5: Determine Which Negotiation Style Is Right for You 53
Chapter 6: Manage Negotiations with the "Backwards Mapping” Technique 69
Part 2: Build Leverage with Your Negotiation Toolbox
Chapter 7: Offensive Maneuvers and How to Counter Them 85
Chapter 8: Power Moves for Handling Difficult People 100
Chapter 9: Communication Strategies That Create a Level Playing Field 112
Chapter 10: Fail-Proof Persuasion Tactics 126
Chapter 11: The Art of the Redirect: Managing Destabilizing Moves 141
Part 3: Winning Game Plans: Negotiating with Power and Grace
Chapter 12: Gender Intelligence and Negotiation 157
Chapter 13: How, When, and Why to Make Concessions 170
Chapter 14: Negotiating with the "Big Boys” 180
Chapter 15: Negotiate Your Way to Leadership Success 189
Chapter 16: The Real Test: Your Salary Negotiation 199
Chapter 17: Put Your Negotiation Skills to Work 209
Chapter 18: View from the Trenches: Lessons for Women as Leaders and
Negotiators 221
Appendix 1—Language of Negotiation 241
Appendix II—Personal and Professional Checklist for Complex Negotiations
245
Notes 247
Resources 251
Index 255