Negotiating the right way: 12 rounds to success

BOOK TIP In the book "In 12 rounds to success", the authors Lothar Stempfle and Ricarda Zartmann explain how to enter into tough negotiations in order to win and how to appear provocative and oust the competition.There can't always be only winners: As in a boxing match, the art of tough negotiating consists of dealing and, above all, avoiding impact hits, according to authors Lothar Stempfle and Ricarda Zartmann. In their concept, negotiators are allowed to win and even have a duty to defeat their opponents without humiliating them. As in the boxing ring, control and balance of one's own personality and the methods used ultimately lead to success. Some recommendations, such as turning network partners in the target company into informers, are certainly borderline - but you should at least be aware of them in order to be armed against such strategies.Although the book does not provide any groundbreaking new insights, it is a convincing, straightforward guide that reads smoothly and excitingly. The stimulating, clear style of the two passionate boxers motivates and strengthens self-confidence in the ability to take setbacks and grow from them. getAbstract recommends the book to all managing directors, sales managers and salespeople who are prepared to expand their technical, methodological and personal skills in order to win tough negotiations.getAbstract rating: 7Feasibility: 8Degree of innovation: 6Style: 7

Publisher: Wiley-VCHYear of publication: 2015Pages: 304ISBN: 9783527508266