The Kremlin school of negotiation
By: Ryzov, Igor
Title By: Fleming, Alex [Translated by]
Material type:![](/opac-tmpl/lib/famfamfam/BK.png)
Item type | Home library | Call number | Status | Notes | Date due | Barcode | Item holds |
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REGULAR | University of Wollongong in Dubai Main Collection | 658.4052 RY KR (Browse shelf) | Available | Mar2020 | T0063719 |
, Shelving location: Main Collection Close shelf browser
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658.4052 OL HO How to negotiate effectively / | 658.4052 RE BE Becoming a skilled negotiator / | 658.4052 RE GL Global negotiation : the new rules / | 658.4052 RY KR The Kremlin school of negotiation | 658.4052 SH PO The power of nice : how to negotiate so everyone wins--especially you! | 658.4052 SY NE Negotiating in the leadership zone / | 658.4052 TH MI The mind and heart of the negotiator / |
Translated from the Russian.
• 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.
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.