• Produktbild: Guerrilla Deal-Making
  • Produktbild: Guerrilla Deal-Making

Guerrilla Deal-Making How to Put the Big Dog on Your Leash and Keep Him There

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Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

15.01.2013

Verlag

Morgan James Publishing

Maße (L/B/H)

22,9/15,2/1,6 cm

Gewicht

430 g

Sprache

Englisch

ISBN

978-1-61448-244-4

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

15.01.2013

Verlag

Morgan James Publishing

Maße (L/B/H)

22,9/15,2/1,6 cm

Gewicht

430 g

Sprache

Englisch

ISBN

978-1-61448-244-4

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: [email protected]

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  • Produktbild: Guerrilla Deal-Making
  • Produktbild: Guerrilla Deal-Making
  • Summary: 18 chapters: Chapter 1: Donald Trump vs. Mao Tse-Tung at the negotiating table. A fractured fairy tale introducing major deal-making weapons, countermeasures, dumb mistakes made in deal-making. Chapter 2: Why Americans aren't very good at deal-making--and what you can do about it! 18 comprehensive reasons Chapter 3: Know your enemy--how to get inside the big dog's mind. What makes big dogs and winners different than underdogs and losers Chapter 4: 365 deal-making weapons. The most comprehensive list ever assembled Chapters 5 through 9. The 50 most powerful and under-used deal-making weapons. 6 categories: Preparation. Assertive. Defensive. Submissive. Cooperative. Dirty tricks. Plus several hundred counter-weapons Chapters 10 through 15: The 50 most powerful and over-used deal-making weapons. Same 6 categories. Plus several hundred more counter-weapons Chapter 16: Guerilla concession-making. How to make concessions the right way--and how to make big dogs give you more than they want to. Highlights: * 20 do's and 20 don'ts * Strongest and weakest concession patterns * How to determine the dollar value of every concession * Why simply talking is a big concession * Why listening is the cheapest-and most important-concession you can make * How to recognize the big dog's concession patterns and how to use them against him * Why you should never say "I'll think about it" Chapter 17: Guerrilla body language. How to tell what's going on in the big dog's mind without him knowing that you know--whether he's interested, whether he's lying, whether he's on a power trip. Over 200 gestures * The 51 basic gestures * 79 evaluation gestures * 40 gestures liars make * 18 domination gestures * 12 touching gestures * The body language of furniture placement--Hidden meanings of office layout * Where people choose to sit * 32 ways to manipulate other people with your own body language Chapter 18: How to become the ultimate guerrilla. Wrapping it up by revealing how losers become winners Some of the 100 deal-making weapons in Chapters 5-15: * Learn from children--they're great negotiators * Negotiate on an empty stomach, never when you're full * Mornings are much better times to make deals than afternoons * Imply your power--don't intentionally display it * Learn from the Chinese--use the swarming ambush and the rule of three * The person with the least commitment to the relationship has the most power. So does the person who says the least * Why grapevine gossip is the most believable kind of communication * How to actually capture the big dog--make it impossible for him to go elsewhere * Win by using manipulative music and frightening surroundings * Playing dumb is smart. And it's even smarter to know when you're stupid * The dynamic duo--the power of arrogance and the power of ego * Wish lists and reality lists * Intimidating the big dog--4 ways to win, 5 ways to lose * Take it or leave it--using it and mis-using it * Using the 2 G-spots: Greed and gullibility * Funny money and real money * The power of being un-prepared * Reciprocity should not be even--how to get the big dog to give you a lot more than you gave him * The power of powerlessness and 8 other power sources you didn't even know you had