MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

7.4. Attitudes in a meeting................................................................................................. 82 7.5. Conflict resolution....................................................................................................... 83 8. P roject management...... ..................................................................................................... 87 8.1. What is a project ......................................................................................................... 87 8.2. The components of a project ...................................................................................... 88 8.3. How to set targets? ..................................................................................................... 96 8.4. Establishing an action plan.......................................................................................... 98 8.5. Project monitoring and control................................................................................. 100 9. N egotiation as a process . T echniques.......... ..................................................................... 103 9.1. Negotiation as a process ........................................................................................... 103 9.2. The power of negotiations ........................................................................................ 104 9.3. Negotiating needs and positions............................................................................... 106 9.4. Fundamentals of negotiation processes ................................................................... 108 9.5. How to achieve benefits for all parties? ................................................................... 111 9.6. The behaviour of good negotiators........................................................................... 114 9.7. How the capable negotiator plans ............................................................................ 116 9.8. Face-to-face behaviour ............................................................................................. 117 9.9. Active listering........................................................................................................... 122 10. P lanning the negotiation........ ...................................................................................... 129 10.1. The definition of limits .......................................................................................... 129 10.2. Where to negotiate and how to start ................................................................... 133 10.3. Negotiation strategies and tactics......................................................................... 135 10.4. The role of time ..................................................................................................... 139 10.5. Some questions and data needed before Negotiating ......................................... 141 10.6. Phases of negotiation............................................................................................ 143 10.7. A method of planning in negotiation .................................................................... 148 10.8. Common mistakes in negotiation ......................................................................... 151

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