The Power of Negotiation

                            A successful negotiation is not a matter of chance, but usually the result of professional preparation and special skills. This is what we call negotiating skills.
With its easy-to-use 4-Phase-Model (PONO Concept), this book provides you with a practical and concrete structure that has proven itself very well in business (and private) negotiations for many years.

You will learn how to:

	Systematically prepare and conduct your negotiations.
	Actively control negotiations.
	conduct negotiations successfully using the 4-Phase-Model.
	Recognise different negotiation strategies.
	Recognise signals and how to respond to them.
	Deal with barriers in negotiations.
	Deal with uncooperative or aggressive negotiating partners.
	Reduce the rejection rate of your own proposals.
	Better assess concessions.
	Achieve a win-win situation.
	Implement negotiation strategies appropriate to the situation.
	Work confidently and purposefully with lists of demands.
	Successfully master difficult negotiation situations.
	Apply different negotiation tactics.
	Recognise typical negotiation pitfalls and respond to them professionally.
	Communicate effectively to reach binding agreements.