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Say less, get more : unconventional negotiation techniques to get what you want / Fotini Iconomopoulos.

by Iconomopoulos, Fotini.

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9781443459525 (hc.)

Alternate title:

Unconventional negotiation techniques to get what you want

xv, 316 p. : ill. ; 20 cm.

Includes bibliographical references (pages 315-316).

Nicknamed 'the negotiator' as a child, Fotini Iconomopoulos has been honing her skills her entire life. As a sought-after expert, for more than a decade she’s been empowering Fortune 500 executives and their teams to achieve their objectives, guiding them through high-stakes scenarios in industries such as consumer packaged goods, retail, professional services, energy, telecommunications, tech and finance. Now for the first time, Iconomopoulos shares her simple and innovative strategies, debunks common negotiation myths and explains why effective negotiation does not follow a one-size fits all/art of the deal approach. In 'Say Less, Get More' you’ll find out how to: -- Understand who you are negotiating with, their background and their goals, in order to develop your approach -- Determine your starting position, your final outcome and a strategy to get there -- Manage the negotiation process, overcome obstacles and find common ground -- Communicate effectively in any scenario, including learning what to say and when to say it if you can't reach a deal -- Develop and foster excellent client relationships and networks."--From publisher.

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