Better Negotiating

Your Training Book for Business and Private Life

by Jutta Portner

Description

Do you still argue or start negotiating with family and friends? With business partners? Nearly every day, we’re called on to solve conflict of interests. Quite often, we do it unconsciously and are surprised when it ends up deadlocked. Real pros know they achieve better results if they have knowledge and experience in negotiating.

In Better Negotiating, author Jutta Portner demonstrates, with the help of many real-life case studies, how to negotiate more effectively. Portner discusses how negotiation plays an integral role in daily life. In this guide, she introduces the Harvard method and shares a process for improving these skills. She tells how to —prepare a NEGO in short time; —structure the conversation to come to an agreement; —be empathetic to convince your partners to cooperate; —apply body language professionally; and —achieve long-lasting results that satisfy the needs of both sides. Portner, an international expert in teaching negotiation in organization, has more than twenty years of experience.

In Better Negotiating, she clearly illustrates general principles that will help you persuade your counterpart. The interactive book starts each chapter with a self-assessment to better understand your abilities and make room for improvement.

Rights Information

World rights available, except English World rights, Simple Chinese, Complex Chinese, Vietnamese, Indonesian

Author Biography

Jutta Portner works as a business trainer and management coach in human resources and organizational development. She is the author of two books about negotiation and joined Teaching Negotiation in the Organization at Harvard University, Cambridge, in 2008. Portner combines her negotiation training and coaching innovative approaches with international experience. Her hometown is Munich in Bavaria, Germany, where she lives near Lake Starnberg.

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Bibliographic Information
  • Pub date: April 2017
  • German
  • 9783869360546
  • Germany
  • Paperback
  • GABAL Verlag
  • Readership: Professional and Scholarly
  • Publish State: Published
  • Original Language Title: Ger
  • Original Language Authors: Ger
  • Edition: 3
  • Dimensions: 23,0 x 15,5 cm