[hemmerling] Negociations

Related pages:

• Marketing, Self-Marketing.
• Verhandlungen.

1. Who ?
   • Who is against /for it? Why?
2. What ?
   • What do you want to achieve?
   • What is your desired outcome?
   • What is their desired outcome?
   • What is in it for them?
   • What are their fears?
   • What are their values / believes?
   • What are their needs?
   • What is missing?
   • What are people saying?
3. Where / When ?
   • Where in your team / organisation sits that?
   • Where does this issue / problem surface? Everywhere? Certain times? Certain projects?
4. Why ?
   • Why should we care? Why is that important? Why do we / you need to do that?
5. How ?
   • How should we approach it?
   • How might we solve this?
   • How should we improve?

• XING "Merete Beckmann", LinkedIn "Merete Beckmann" of Google Deutschland.

• Kindle E-Book Richard Mullender: "Dispelling the Myths and Rediscovering the Lost Art of Listening. Communication Secrets of a Hostage Negotiator Part 1".
  • No paper book available at Amazon DE / UK / US .
  • The accompanying website Richard Mullender.
• Books by Matthias Schranner - “Matthias Schranner wurde von Polizei und FBI für schwierigste Verhandlungen ausgebildet. Als Berater unterstützt er mit seinem Institut – SNI – die UN, globale Unternehmen und politische Parteien in schwierigen Verhandlungen”.

• Book Robert B. Cialdini: "Die Psychologie des Überzeugens: Wie Sie sich selbst und Ihren Mitmenschen auf die Schliche kommen", 2017.
• Book Stuart Diamond: "Getting More: How You Can Negotiate to Succeed in Work and Life", 2011.
• Neil Rackham.
  • Book Neil Rackham: "Spin Selling", 1988.
• Book Harry Beckwith: "Selling the Invisible: A Field Guide to Modern Marketing", 2012.
• Book Alexandra Masters: "To Sell is Human: Influence & Inspire Everyone to Take Action With This Revolutionary Guide to Crafting Business Success", 2013.

• Book Alastair Crompton: "Craft of Copywriting", 1994.
• Book Shelle Rose Charvet, Vukadin Milojevic: "Wort sei Dank: Von der Anwendung und Wirkung effektiver Sprachmuster. Angewandtes NLP", 1998.

• Buch Matt Ridley: "The Origins of Virtue: Human Instincts and The Evolution of Cooperation", 1998.
• Buch Gavin De Becker: "Vertraue deiner Angst: Wie unsere Intuition uns vor Gewalt schützt, 2016.