The Kremlin school of negotiation (Record no. 36993)
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| INTERNATIONAL STANDARD BOOK NUMBER | |
|---|---|
| International Standard Book Number | 9781786896070 |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Call number | 658.4052 RY KR |
| MAIN ENTRY--PERSONAL NAME | |
| Authors | Ryzov, Igor |
| TITLE STATEMENT | |
| Title | The Kremlin school of negotiation |
| Statement of responsibility, etc | Igor Ryzov ; translated by Alex Fleming |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Edinburgh : |
| Publisher | Canongate, |
| Date | 2019. |
| PHYSICAL DESCRIPTION | |
| Extent | xi, 370 p. : |
| Other Details | ill. ; |
| Size | 23 cm |
| GENERAL NOTE | |
| General note | Translated from the Russian. |
| CONTENTS | |
| Contents | • Machine generated contents note: ch. 1 Mastering The Kremlin School Of Negotiation • Identifying your negotiation opponent's goals and motives • Who is stronger in negotiations • the lion or the fox? • Being the lion in pursuit of your interests • Recognising your opponent's behaviour: four behaviour types, from the `teenager' to the `tank' • Regulating tensions around the negotiating table • ch. 2 Learning To Tell A Compromise From An Unnecessary Concession • Creating a negotiation budget: four key components that affect results • Build a magic polygon of interests • ch. 3 Five Key Techniques That Get Results In Tough Negotiations • Eye contact as a guarantee for success • Shielding yourself from `need' and fear • Saying `no' without damaging relationships • The position of `host' spells success • Finding your cause • ch. 4 Negotiating In Tough Conditions • Protecting yourself from pressure and manipulation • Contents note continued: Three important measures for controlling your emotions • ch. 5 Seven Techniques For Reaching Agreements With A Tough Opponent • How to parry small jabs and figure out your opponent's position • Turn battle into co-operation • Use connectors to unearth a manipulator's motives • Disputing the right way, without provocation • Dodging rudeness • A joke and a kind word • guarantees of success with even the most aggressive opponents • The `humour' technique • ch. 6 Gently And Discreetly Change An Opponent's Point Of View • Showing your opponent the benefit of your proposals: a play on contrasts • A trusty way of nudging your opponent towards the `right' decision • Don't fall for a quick `yes' • The answer to the hardest question • To catch something first let it go • Do I need to reciprocate gifts? • ch. 7 Building A Negotiation Roadmap • What governs negotiations? The role of strategy and tactics • Contents note continued: Building a roadmap and what you will need • Some personal impressions on negotiating with international opponents. |
| SUMMARY | |
| Summary | Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won't give in? How can we defend ourselves against manipulation? And how do we say 'no' without compromising a deal? Using the official Kremlin method, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and to advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful, while also avoiding strained relationships. With practical examples, and exercises to practice your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal. |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Negotiation |
| ADDED ENTRY | |
| Name | Fleming, Alex, |
| Role | Translated by |
| MAIN ENTRY--PERSONAL NAME | |
| -- | 34742 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 3613 |
| ADDED ENTRY | |
| -- | 35277 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Total Checkouts | Full call number | Barcode | Date last seen | Date last borrowed | Price effective from | Koha item type | Public note |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| University of Wollongong in Dubai | University of Wollongong in Dubai | Main Collection | 2020-02-18 | Kinokuniya Bookshop LLC | 1 | 658.4052 RY KR | T0063719 | 2023-10-20 | 2023-10-10 | 2019-11-21 | REGULAR | Mar2020 |