The commercial negotiation toolbox (Dunod “BàO La Boîte à Outils”, 2023)

2023-10-12 22:00:00
Page 1 to 6: Start pages | Page 7 to 8: Frédéric Vendeuvre and Benoît Lefèvre – You too, have the reflex Toolbox | Page 9 to 10: Frédéric Vendeuvre and Benoît Lefèvre – Foreword | Page 11 to 13: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 14 to 21: Frédéric Vendeuvre and Benoît Lefèvre – Tool 1. The negotiator’s self-diagnosis | Page 22 to 25: Frédéric Vendeuvre and Benoît Lefèvre – Tool 2. The stakeholders’ business model | Page 26 to 29: Frédéric Vendeuvre and Benoît Lefèvre – Tool 3. The decision-making circuit | Page 30 to 33: Frédéric Vendeuvre and Benoît Lefèvre – Tool 4. The key players | Page 34 to 37: Frédéric Vendeuvre and Benoît Lefèvre – Tool 5. The relationship with buyers | Page 38 to 44: Frédéric Vendeuvre and Benoît Lefèvre – Tool 6. Value creation | Page 45 to 47: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 48 to 51: Frédéric Vendeuvre and Benoît Lefèvre – Tool 7. The Johari window | Page 52 to 55: Frédéric Vendeuvre and Benoît Lefèvre – Tool 8. Anchoring | Page 56 to 61: Frédéric Vendeuvre and Benoît Lefèvre – Tool 9. The BATNA/CNA models | Page 62 to 65: Frédéric Vendeuvre and Benoît Lefèvre – Tool 10. The Kraljic matrix | Page 66 to 71: Frédéric Vendeuvre and Benoît Lefèvre – Tool 11. The ZAPO model | Page 72 to 77: Frédéric Vendeuvre and Benoît Lefèvre – Tool 12. The objective table or check-point | Page 78 to 81: Frédéric Vendeuvre and Benoît Lefèvre – Tool 13. The concession/counterparty matrix | Page 82 to 88: Frédéric Vendeuvre and Benoît Lefèvre – Tool 14. The balance of power | Page 89 to 92: Frédéric Vendeuvre and Benoît Lefèvre – Tool 15. Negotiation strategies | Page 93 to 95: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 96 to 99: Frédéric Vendeuvre and Benoît Lefèvre – Tool 16. The sequence | Page 100 to 103: Frédéric Vendeuvre and Benoît Lefèvre – Tool 17. The team, the roles | Page 104 to 107: Frédéric Vendeuvre and Benoît Lefèvre – Tool 18. The mirror organization | Page 108 to 111: Frédéric Vendeuvre and Benoît Lefèvre – Tool 19. End-of-year negotiations | Page 112 to 115: Frédéric Vendeuvre and Benoît Lefèvre – Tool 20. The right time to negotiate | Page 116 to 119: Frédéric Vendeuvre and Benoît Lefèvre – Tool 21. Pre-closing | Page 120 to 122: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 123 to 126: Frédéric Vendeuvre and Benoît Lefèvre – Tool 22. The qualities of the negotiator | Page 127 to 133: Frédéric Vendeuvre and Benoît Lefèvre – Tool 23. The 7 deadly sins of negotiation | Page 134 to 136: Frédéric Vendeuvre and Benoît Lefèvre – Tool 24. Body language | Page 137 to 139: Frédéric Vendeuvre and Benoît Lefèvre – Tool 25. Mental preparation | Page 140 to 143: Frédéric Vendeuvre and Benoît Lefèvre – Tool 26. Training | Page 144 to 145: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 146 to 149: Frédéric Vendeuvre and Benoît Lefèvre – Tool 27. Negotiator styles | Page 150 to 155: Frédéric Vendeuvre and Benoît Lefèvre – Tool 28. Choosing the right posture | Page 156 to 159: Frédéric Vendeuvre and Benoît Lefèvre – Tool 29. Self-diagnosis of assertiveness | Page 160 to 163: Frédéric Vendeuvre and Benoît Lefèvre – Tool 30. The SONCASE method | Page 164 to 169: Frédéric Vendeuvre and Benoît Lefèvre – Tool 31. The ATMAN model of personality styles | Page 170 to 173: Frédéric Vendeuvre and Benoît Lefèvre – Tool 32. Negotiation logic | Page 174 to 177: Frédéric Vendeuvre and Benoît Lefèvre – Tool 33. The Gapsmoov matrix | Page 178 to 183: Frédéric Vendeuvre and Benoît Lefèvre – Tool 34. Intercultural negotiation | Page 184 to 189: Frédéric Vendeuvre and Benoît Lefèvre – Tool 35. Win-With® | Page 190 to 192: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 193 to 198: Frédéric Vendeuvre and Benoît Lefèvre – Tool 36. The DEAL® method | Page 199 to 202: Frédéric Vendeuvre and Benoît Lefèvre – Tool 37. The announcement | Page 203 to 206: Frédéric Vendeuvre and Benoît Lefèvre – Tool 38. Rational argumentation | Page 207 to 210: Frédéric Vendeuvre and Benoît Lefèvre – Tool 39. Narrative argumentation | Page 211 to 214: Frédéric Vendeuvre and Benoît Lefèvre – Tool 40. Customer-centered argumentation | Page 215 to 220: Frédéric Vendeuvre and Benoît Lefèvre – Tool 41. Commitment | Page 221 to 224: Frédéric Vendeuvre and Benoît Lefèvre – Tool 42. The counterpart | Page 225 to 228: Frédéric Vendeuvre and Benoît Lefèvre – Tool 43. The SPC method | Page 229 to 234: Frédéric Vendeuvre and Benoît Lefèvre – Tool 44. Bargaining | Page 235 to 238: Frédéric Vendeuvre and Benoît Lefèvre – Tool 45. The conclusion | Page 239 to 242: Frédéric Vendeuvre and Benoît Lefèvre – Tool 46. Contractualization | Page 243 to 248: Frédéric Vendeuvre and Benoît Lefèvre – Tool 47. Renegotiation | Page 249 to 251: Frédéric Vendeuvre and Benoît Lefèvre – Presentation | Page 252 to 257: Frédéric Vendeuvre and Benoît Lefèvre – Tool 48. The sequence | Page 258 to 261: Frédéric Vendeuvre and Benoît Lefèvre – Tool 49. Sausage making | Page 262 to 265: Frédéric Vendeuvre and Benoît Lefèvre – Tool 50. The ghost competitor | Page 266 to 271: Frédéric Vendeuvre and Benoît Lefèvre – Tool 51. The threat | Page 272 to 275: Frédéric Vendeuvre and Benoît Lefèvre – Tool 52. Wasted expenditure | Page 276 to 279: Frédéric Vendeuvre and Benoît Lefèvre – Tool 53. The Columbo effect | Page 280 to 283: Frédéric Vendeuvre and Benoît Lefèvre – Tool 54. The good and the bad | Page 284 to 287: Frédéric Vendeuvre and Benoît Lefèvre – Tool 55. The hairdresser’s technique | Page 288 to 291: Frédéric Vendeuvre and Benoît Lefèvre – Tool 56. The discard pile | Page 292 to 297: Frédéric Vendeuvre and Benoît Lefèvre – Tool 57. The confusion | Page 298 to 302: Frédéric Vendeuvre and Benoît Lefèvre – Self-diagnosis of assertiveness | Page 303 to 306: Glossary | Page 307 to 308: Frédéric Vendeuvre and Benoît Lefèvre – Conclusion | Page 309 to 310: Bibliography | Page 311: Frédéric Vendeuvre and Benoît Lefèvre – Acknowledgments | Page 312: The authors | Page 313 to 319: End pages.
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