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Successful Negotiating
by Grant MayberryHow to achieve positive outcomes using planning and conversational techniques. Very few of us are born negotiators. However, Successful Negotiating can teach you the art of win/win negotiation. You’ll get a firm grasp of the negotiating tricks and techniques the pros use. Learn everything from prenegotiation planning to the use of seemingly unimportant details like seating arrangements and meeting site selection to influence the results of negotiations. You will learn how to: • Sway an opponent with timing and association techniques • Identify an opponent's real but often hidden needs • Use questions to control the thrust of a discussion • Employ proven strategies like the "missing man," "straw issues," and "walkout" ploys • Communicate a position clearly and precisely • Plan a realistic course of action based on sound preparation and an objective appraisal of resources • Keep the negotiation process open to reasonableness and flexibility at all times • Draw on your own skills, experience, and self-discipline to keep the process moving in the direction you want
Successful Negotiations: Best-in-Class Recommendations for Breakthrough Negotiations
by Marc Helmold Tracy Dathe Florian HummelUse this book to improve your negotiation strategiesIf you want to position yourself advantageously in your company in the long term, you have to master negotiation strategies. Gain a decisive advantage over your business partners and learn everything about successful negotiation with this book. The authors provide a valuable overview of concrete negotiation situations in industry and business and show ways to achieve successful negotiation breakthroughs. Their book systematically and logically brings together the following aspects:Negotiation preparation Conducting negotiationsNegotiation psychologySuccess in negotiationsIn addition to the structured approach in a six-phase model, the authors also explain in a practical and clear manner all the psychological and non-verbal tools that lead to a successful negotiation conclusion. The authors have many years of profound international management experience and provide helpful recommendations on how to effectively take intercultural elements into account in negotiations.The contents of the book at a glanceLearn to negotiate successfully and acquire in-depth knowledge in the following areas: Negotiation conceptsNegotiation management and preparationBest-in-class negotiationsAppropriate tools and tactics in negotiationsAnalysis techniques of non-verbal communicationNegotiations in an international contextNegotiations in the face of financial difficulties and the threat of insolvencyNegotiations in complex projects.Who should read this book on successful negotiations? With its structured approach, the book is particularly recommended for employees in development, quality management, purchasing, production, marketing and sales. But also project managers, executives and entrepreneurs who repeatedly have to negotiate customers or suppliers about performance features of products and services will benefit from this book, because here they learn the negotiation techniques with which they can convince in important discussions. The symbiosis of theory and practice also makes this work suitable for use in higher education and provides professors, teaching staff and students in an international context with an overview of the subject.This book is a translation of the original German 1st edition Erfolgreiche Verhandlungen by Marc Helmold, Florian Hummel and Tracy Dathe published by Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature in 2019. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation. Springer Nature works continuously to further the development of tools for the production of books and on the related technologies to support the authors.
Successful Online Start-Ups For Dummies
by Stefan KornThe how-to guide to starting, funding, running, and exiting a successful online business in less than three months Getting a thriving online enterprise up and running takes more than just a good idea. It involves building a website, developing it into a viable business, maintaining cash flow, hiring a staff, and much more. The task can seem daunting, but Successful Online Start-Ups For Dummies is here to help, showing prospective entrepreneurs how to develop a sound business plan, set up a proper company structure, and attract investment/funding in less than three months. Many entrepreneurs have a great idea and the technical know-how to get a website up and running, but forget that it's a business that requires capital, management and continual growth. Successful Online Start-Ups For Dummies teaches new start-ups how to get "investment ready" and attract the right backers in a very competitive market, giving readers the specific know-how to keep their business running—or how to turn it over quickly and profitably so they can move onto their next start-up or retire. Gives budding entrepreneurs everything they need to build and sell a profitable online business Topics covered include "bootstrapping," common mistakes and missed opportunities at every step of the start-up business cycle, achieving rapid but sustainable growth, attracting the attention of investors and mentors, market validation, and much more Includes content specially tailored for readers in Australia and New Zealand, including details on all the major incubator events and start-up workshops in both countries A great idea isn't enough to achieve real business success, making Successful Online Start-Ups For Dummies the potential difference between personal financial disaster and a comfortable early retirement.
Successful Organizational Change: The Kotter-Cohen Collection (2 Books)
by John P. Kotter Dan S. CohenLearn how to lead organizational change with this Harvard Business Review digital collection. The Heart of Change is your guide to helping people think and feel differently in order to meet your shared goals. According to bestselling author and renowned leadership expert John Kotter and coauthor Dan Cohen, this focus on connecting with people's emotions is what will spark the behavior change and actions that lead to success. The Heart of Change Field Guide provides leaders and managers with tools, frameworks, and advice for bringing these breakthrough change methods to life within their own organizations.
Successful Outsourcing and Multi-Sourcing
by Derek ParlourThere are books on outsourcing, but most are by academics or consultants. Few address multi-sourcing. The author of Successful Outsourcing and Multi-Sourcing, is a practitioner who headed an operation that handles over 500 million customer contacts a year with less than 30 staff, through both outsourcing and multi-sourcing. Multi-sourcing occurs where each individual function is contracted directly by the client rather than using a large system integrator or prime contractor. This approach lowers costs, reduces reliance on suppliers, speeds up change and generates a greater degree of innovation. The downside is it places much more of the risk on the client and needs specialist skills to run effectively. As well as a focus on multi-sourcing, the book addresses the question of why a business should outsource in the first place and how decisions to do this should be strategic, rather than it being something that happens by accident. Chapters then illuminate the benefits of single-sourcing; the benefits of multi-sourcing; how best to decide what outsourcing model to choose; how to transition to outsourcing; and what steps to take to maximise benefit and minimise risk. Downsides are clearly spelled out and alternatives to outsourcing are examined, including partial outsourcing and insourcing. This book serves as a valuable source of practical guidance for organisations looking at outsourcing strategy, outsourcing professionals, and those teaching or studying business topics.
Successful Packaged Software Implementation
by Christine B. TayntorSuccessful Packaged Software Implementation guides IT departments through the selection and implementation of packaged software, pointing out potential pitfalls and how to avoid them. Offering a step-by-step approach, this volume begins with an assessment as to whether packaged software is the correct solution. It then analyzes the product selectio
Successful Pitching For Business In A Week: Teach Yourself
by Patrick ForsythThe book focuses on the special nature of winning significant business in competitivemarkets in pitches involving several formal stages. It will: Review the essential processes of making complex sales and the role of coretechniques of persuasion Show how to handle initial contacts and meetings and obtain a clear brief regardingcustomer/client needs Demonstrate the process of analysing client needs and putting clear and persuasiveproposal documents in writingSunday: What is a pitch?Monday: Initial contactTuesday: Planning a powerful responseWednesday: Putting proposals in writingThursday: Preparing a formal presentational pitchFriday: Making the presentationSaturday: Follow-up action and the power of persistence
Successful Pitching For Business In A Week: Teach Yourself
by Patrick ForsythThe book focuses on the special nature of winning significant business in competitivemarkets in pitches involving several formal stages. It will: Review the essential processes of making complex sales and the role of coretechniques of persuasion Show how to handle initial contacts and meetings and obtain a clear brief regardingcustomer/client needs Demonstrate the process of analysing client needs and putting clear and persuasiveproposal documents in writingSunday: What is a pitch?Monday: Initial contactTuesday: Planning a powerful responseWednesday: Putting proposals in writingThursday: Preparing a formal presentational pitchFriday: Making the presentationSaturday: Follow-up action and the power of persistence
Successful Presenting in a Week: Teach Yourself
by David BrownThe ability to give a successful presentation is crucial to anyone who wants to advance their career.Written by David Brown, a leading expert on presenting as both a coach and a practitioner, this book quickly teaches you the insider secrets you need to know to in order to get your audience to do what you want them to do.The highly motivational 'in a week' structure of the book provides seven straightforward chapters explaining the key points, and at the end there are optional questions to ensure you have taken it all in. There are also cartoons and diagrams throughout, to help make this book a more enjoyable and effective learning experience.So what are you waiting for? Let this book put you on the fast track to success!
Successful Presenting in a Week: Teach Yourself
by David BrownThe ability to give a successful presentation is crucial to anyone who wants to advance their career.Written by David Brown, a leading expert on presenting as both a coach and a practitioner, this book quickly teaches you the insider secrets you need to know to in order to get your audience to do what you want them to do.The highly motivational 'in a week' structure of the book provides seven straightforward chapters explaining the key points, and at the end there are optional questions to ensure you have taken it all in. There are also cartoons and diagrams throughout, to help make this book a more enjoyable and effective learning experience.So what are you waiting for? Let this book put you on the fast track to success!
Successful Product Management: Tool Box for Professional Product Management and Product Marketing
by Klaus J. AumayrDieser Sammelband der Sales Excellence für den Jahrgang 2018 bietet Ihnen fundiertes Fachwissen im Bereich Vertrieb Wenn Sie im Bereich Vertrieb arbeiten, ist dieser Sammelband genau das Richtige für Sie. Er vereint alle zwölf Ausgaben der Sales Excellence aus dem Jahr 2018, der wichtigsten Fachzeitschrift für Vertrieb in Deutschland. Jeden Monat werden dort aktuelle Problemstellungen dieses Bereiches von bekannten Autoren behandelt. Häufig spielen dabei Themen wie Kundenbetreuung und Vertriebsprozesse eine entscheidende Rolle. Der Sammelband richtet sich an alle, die mit Vertrieb zu tun haben, beispielsweise Geschäftsführer, Vertriebsmitarbeiter oder Handelsvertreter. Sales Experience sammelt nicht nur sorgfältig recherchierte Fachinformationen, sondern bietet dem Leser darüber hinaus auch hilfreiche Tipps für die praktische Umsetzung.
Successful Program Management: Complexity Theory, Communication, and Leadership (Best Practices in Portfolio, Program, and Project Management #7)
by Wanda Curlee Robert Lee GordonComplexity theory is a great, untapped resource in the field of management. Experts agree that it can be a powerful tool for managing complex and virtual programs, but there is little material available to guide program managers on how to use complexity theory to communicate and lead effectively.Filling this void, Successful Program Management: Com
Successful Project Management
by Jack Gido Jim ClementsSUCCESSFUL PROJECT MANAGEMENT, Sixth Edition, presents everything you need to know to work successfully in today's exciting project management environment, from the organization and management of effective project teams to planning, scheduling, and cost management. <p><p>Revised chapters closely align with the PMBOK (Project Management Body of Knowledge) framework to ensure that you are mastering today's best management practices. Coverage of the latest business developments and challenges introduce issues such as project constraints, the project charter, and how projects relate to an organization's strategic plan. <p><p>You even gain experience working with the latest version of today's most popular project management software--Microsoft Project 2013--using the trial version that is available to download on the student companion site.
Successful Project Management
by Trevor L YoungSuccessful Project Management, 4th edition, is an essential guide for anyone who wants to improve the success rate of their projects. It will help managers to maintain a balance between the demands of the customer, the project, the team and the organization. Covering the more technical aspects of a project from start to completion it contains practised and tested techniques, covering project conception and start-up, how to manage stake holders, effective risk management, project planning and launch and execution. Also including a brand new glossary of key terms, it provides help with evaluating your project as well as practical checklists and templates to ensure success for any ambitious project manager.
Successful Project Management
by Trevor L YoungSuccessful Project Management is an essential guide for anyone who wants to improve the success rates of their projects. It will help managers to maintain a balance between the demands of the customer, the project, the team and the organization. Covering the more technical aspects of a project from start to completion, Successful Project Management contains tried-and-tested techniques covering project conception and start-up, how to manage stake holders, effective risk management, project planning, launch and execution. Also including a brand new glossary of key terms, it provides help with evaluating your project as well as practical checklists, templates and a key stage work plan to ensure success for any ambitious project manager.The creating success series of books...With over one million copies sold, the hugely popular Creating Success series covers a wide variety of topics and is written by an expert team of internationally best-selling authors and business experts. This indispensable business skills collection is packed with new features, practical content and inspiring guidance for readers across all stages of their careers.
Successful Project Management in Social Work and Social Care
by Gary Spolander Linda MartinManagers in social work and social care contexts are required to manage a wide range of projects: long-term and short-term, on large and small scales, in partnership with other agencies, and covering a broad range of issues and contexts. Management of these projects requires specific expertise, and this book sets out what these core skills are and how they can be achieved. Topics such as managing resources, assessing risks, and measuring outcomes are covered, as well as how to start and end a project. The authors acknowledge the values and ethics inherent to care environments, as well as the business skills necessary for good management. Detailed case studies demonstrate the ideas in action, and reflective activities, practical tools and action checklists are included throughout. This practical handbook provides a clear and comprehensive guide to how to be an excellent project manager, and is a must-read for all social work and social care managers and post-qualifying social work and social care students.
Successful Project Management, Third Edition
by Larry RichmanSuccessful Project Management, Third Edition, covers the fundamentals of project management, focusing on practical skills you can apply immediately to complete projects on time, on budget, and on target! This book teaches you how to use proven strategies in large or small projects to clarify the objectives, avoid serious errors of omission, and eliminate costly mistakes. Gain the skills to: • Set measurable project objectives and create a practical plan to achieve them. • Manage the time, cost, and scope of the project. • Lead the project team and manage relationships effectively and productively across the spectrum of project stakeholders. Modern project management is a premier solution in business and nonprofit organizations. Project managers find success using a structured approach to project planning, scheduling, resourcing, decision making, and management. This book isn’t just for project managers. Team members need to know how to carry out their part of the project, and business executives need to understand how they must support project management efforts in the organization. Now you can master the skills and techniques you need to bring projects in on schedule, and on budget, with Successful Project Management. No matter how complex or extensive your project, you’ll understand how to exercise the strict planning, tracking, monitoring, and management techniques needed to stay on top of every project.
Successful Project Sponsorship
by Michiel van der Molen Lucy CarterProject success is a business management responsibility and project management is more than the work of a project manager: the project sponsor plays a key role, whatever their job title. As the owner of the business case, the project sponsor or project executive has the responsibility for communicating the aims of the project, staying in touch with the changing environment and ultimately using their leadership skills to realize the benefits that the project has set out to achieve. The project sponsor gives strategic direction to the project manager and empowers them to deliver the agreed result. However, as a busy business manager, balancing the role of project executive with other management responsibilities, the project sponsor wants more control for less effort. The four proven principles in Successful Project Sponsorship help them to achieve precisely that. This book leads the reader to success through the powerful and proven four principles of successful project sponsorship. These principles are all focused on giving strategic direction to projects effectively and efficiently. Instead of going into depth on project management theory and methodologies, this book answers the practical questions project sponsors have to tackle and provides targeted solutions to real-life issues, such as: How do I create a successful strategy? How do I keep a project under control when the requirements are changing? What can I do to keep the project on budget? How do I recognize a good project manager - and how do I deal with an out-of-control one? The final part of the book gives tried-and-tested practical guidance on how to improve project sponsorship knowledge within your organization. Written clearly and concisely for the busy executive, in line with the PMI's Lexicon of Project Management Terms and with special tips for Prince2 environments and agile projects, this highly practical guide is the essential toolkit all business managers need to make a success of their project sponsor role.
Successful Promotions Build Successful Brands
by Pran K. Choudhury Ajay GuptaSuccessful Promotions Build Successful Brands takes a look at fourteen imaginative marketing decisions that have elevated mere products to the iconic status of brands.
Successful Property Letting
by David LawrensonThis comprehensively revised and expanded new edition of David Lawrenson`s best-selling book shows you how to buy the right property in the right location (including abroad), and how to maximise yield and capital gain - whatever the state of the market. It includes advice on: Getting the best possible deals from developers and private sellers, and at auctions; Managing issues such as tax, mortgages, credit rating, insurances, damp, flood risk, and letting agents; Complying and keeping up-to-date with all laws and regulations; Avoiding tenants from hell. This new edition reflects the current market as well as up-to-date information on mortgage availability, licensing and HHSRS regulations; the Green Deal re-launch; squatting laws; tenancy deposit schemes and immigration check requirements.
Successful Property Letting, Revised and Updated: How to Make Money in Buy-to-Let
by David LawrensonFULLY REVISED AND UPDATED 2017 EDITIONThis comprehensively revised and expanded new edition of David Lawrenson`s bestselling book shows you how to buy the right property in the right location (including abroad), and how to maximise yield and capital gain - whatever the state of the market. It includes advice on:Getting the best possible deals from developers and private sellers, and at auctionsManaging issues such as tax, mortgages, credit rating, insurances, damp, flood risk, and letting agentsComplying and keeping up to date with all laws and regulationsAvoiding tenants from hellThis new edition reflects the current market as well as up-to-date information on mortgage availability, licensing and HHSRS regulations; the Green Deal re-launch; squatting laws; tenancy deposit schemes and immigration check requirements.'Stands out as a practical and extremely detailed guide for landlords . . . crammed full of tips.' National Landlords Association'Excellent guidance . . . a valuable contribution to the savvy landlord's bookshelf.' Landlordzone.co.ukDavid Lawrenson has more than thirty years' experience as a landlord, buy-to-let expert and property consultant. His consultancy service at www.LettingFocus.com provides independent advice for landlords and organisations that provide services to the private rented sector.
Successful Property Letting, Revised and Updated: How to Make Money in Buy-to-Let
by David LawrensonFULLY REVISED AND UPDATED 2017 EDITIONThis comprehensively revised and expanded new edition of David Lawrenson`s bestselling book shows you how to buy the right property in the right location (including abroad), and how to maximise yield and capital gain - whatever the state of the market. It includes advice on:Getting the best possible deals from developers and private sellers, and at auctionsManaging issues such as tax, mortgages, credit rating, insurances, damp, flood risk, and letting agentsComplying and keeping up to date with all laws and regulationsAvoiding tenants from hellThis new edition reflects the current market as well as up-to-date information on mortgage availability, licensing and HHSRS regulations; the Green Deal re-launch; squatting laws; tenancy deposit schemes and immigration check requirements.'Stands out as a practical and extremely detailed guide for landlords . . . crammed full of tips.' National Landlords Association'Excellent guidance . . . a valuable contribution to the savvy landlord's bookshelf.' Landlordzone.co.ukDavid Lawrenson has more than thirty years' experience as a landlord, buy-to-let expert and property consultant. His consultancy service at www.LettingFocus.com provides independent advice for landlords and organisations that provide services to the private rented sector.
Successful Pubs and Inns
by Michael Sargent Tony Lyle'Successful Pubs and Inns plots a clear course towards successful innkeeping. It is ideal for those planning a career in the licensed trade, professionals already within the business and for students. It is of particular value to those who are considering acquiring their own pub, be it freehold, leasehold or tenancy. It gives clear direction on the vitally important process of initial selection and evaluation, highlighting the many pitfalls that will be found along the way. It details the controls required to maximise profit and reduce the risk of financial failure.This second edition of 'Successful Pubs and Inns':* Down to earth, jargon-free guide to running a pub - and making a profit* Provides an excellent overview of the legislation affecting all innkeepers* Looks at the social responsibilities of licensees* Puts into context the dramatic growth in themed and branded pubs* Gives practical advice on the dangers of slack food hygiene practiceMichael Sargent after an early career in marketing, ran a successful inn before moving into managing groups of pubs, becoming a director of pub operating companies. He now concentrates on writing.Tony Lyle has had considerable experience in senior roles in the licensed trade with responsibilities for large groups of pubs throughout the south of England. He now runs his own licensed trade consultancy specialising in leasing, appraisals, acquisitions and rent reviews.
Successful Real Estate Investing: Invest Wisely, Avoid Costly Mistakes and Make Money
by Cliff HockleySuccessful Real Estate Investing teaches valuable lessons for investors of all experience levels, helping them avoid mistakes and ultimately make more money. Real estate investing is always a topic of conversation, whether you’re at a cocktail party, a networking event, or even a family gathering. But every year, thousands of investors make devastating mistakes that cost them thousands or even millions of dollars. Through thirty-eight tales, property management and commercial brokerage expert Cliff Hockley tells the stories of dozens of real estate investors, their mistakes, and how they corrected them—if they were able. Their stories feature a myriad of investment types, from single-family homes to industrial parks, as well as a diverse profile of investors. In an engaging, storytelling style, Cliff shares what investors need to know to be successful with their real estate investments.
Successful Recruitment in a Week: Teach Yourself
by Nigel CumberlandThe ability to recruit the right people to work for you is crucial to anyone who wants to advance their career. Written by Nigel Cumberland, a leading expert on recruitment as both a coach and a practitioner, this book quickly teaches you the insider secrets you need to know to in order to build a brilliant team. The highly motivational 'in a week' structure of the book provides seven straightforward chapters explaining the key points, and at the end there are optional questions to ensure you have taken it all in. There are also cartoons and diagrams throughout, to help make this book a more enjoyable and effective learning experience. So what are you waiting for? Let this book put you on the fast track to success!