====== [hemmerling] Negociations ======
Related pages:
  *[[marketing.html|Marketing, Self-Marketing]].
  *[[de:negociations.html|Verhandlungen]].
===== Me =====
==== The "4 W's and an H" for Negociations and E-Mail Answers ====
  -Who ?
    *Who is against /for it? Why?
  -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?
  -Where / When ?
    *Where in your team / organisation sits that?
    *Where does this issue / problem surface? Everywhere? Certain times? Certain projects?
  -Why ?
    *Why should we care? Why is that important? Why do we / you need to do that?
  -How ?
    *How should we approach it?
    *How might we solve this?
    *How should we improve?
===== Experts =====
  *[[http://www.xing.com/profile/Merete_Beckmann/|XING "Merete Beckmann"]], [[http://www.linkedin.com/in/meretebeckmann/|LinkedIn "Merete Beckmann"]] of Google Deutschland.
===== Literature =====
==== Learning to Listen =====
  *Kindle E-Book [[http://www.amazon.de/exec/obidos/ASIN/B009KK64LA/hemmerling-21|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 [[https://mullenders.org/|Richard Mullender]].
  *Books by [[https://www.amazon.de/Matthias-Schranner/e/B0043C05GA/|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".
==== Sales Psychology / Negotiating Skills ====
  *Book [[http://www.amazon.de/exec/obidos/ASIN/3456857209/hemmerling-21|Robert B. Cialdini: "Die Psychologie des Überzeugens: Wie Sie sich selbst und Ihren Mitmenschen auf die Schliche kommen"]], 2017.
  *Book [[http://www.amazon.de/exec/obidos/ASIN/0141049944/hemmerling-21|Stuart Diamond: "Getting More: How You Can Negotiate to Succeed in Work and Life"]], 2011.
  *Neil Rackham.
    *Book [[http://www.amazon.de/exec/obidos/ASIN/0070511136/hemmerling-21|Neil Rackham: "Spin Selling"]], 1988.
  *Book [[http://www.amazon.de/exec/obidos/ASIN/0446672319/hemmerling-21|Harry Beckwith: "Selling the Invisible: A Field Guide to Modern Marketing"]], 2012.
  *Book [[http://www.amazon.de/exec/obidos/ASIN/0615892116/hemmerling-21|Alexandra Masters: "To Sell is Human: Influence & Inspire Everyone to Take Action With This Revolutionary Guide to Crafting Business Success"]], 2013.
==== Meaning of Words, Writing, Expressions ====
  *Book [[http://www.amazon.de/exec/obidos/ASIN/009168031X/hemmerling-21|Alastair Crompton: "Craft of Copywriting"]], 1994.
  *Book [[http://www.amazon.de/exec/obidos/ASIN/3873873702/hemmerling-21|Shelle Rose Charvet, Vukadin Milojevic: "Wort sei Dank: Von der Anwendung und Wirkung effektiver Sprachmuster. Angewandtes NLP"]], 1998.
==== Human Behaviour in general ====
  *Buch [[http://www.amazon.de/exec/obidos/ASIN/B01NH0EMN4/hemmerling-21|Matt Ridley: "The Origins of Virtue: Human Instincts and The Evolution of Cooperation"]], 1998.
  *Buch [[http://www.amazon.de/exec/obidos/ASIN/3868827188/hemmerling-21|Gavin De Becker: "Vertraue deiner Angst: Wie unsere Intuition uns vor Gewalt schützt]], 2016.
{{tag>negociations negociation}}
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This document is available in [[de:negociations.html|{{flags:de.png|german}}]] language, too !