The Negotiation Book
Описание книги
Dive into the history and application of the IBC Building Codes Illustrated: A Guide to the 2015 International Building Code, Fifth Edition is a bestselling complement to the International Building Code, or IBC. Designed to give you an insider's look at the origins of the IBC, how it can be interpreted, and how it applies to design and construction, this updated text offers new information regarding hazmat occupancies, hospitals, and nursing homes, major changes to how building heights and areas are presented, as well as means of egress, and the latest information on building materials, interior environments, and structural provisions. Francis D.K. Ching's distinctive illustrations and the code expertise of Steven Winkel, FAIA, give students and professionals in architecture, interior design, construction, and engineering industries a user-friendly, easy-to-use guide to fundamentally understanding the 2015 IBC. Building codes and standards serve to establish minimum regulations that emphasize performance while prioritizing public health and safety. Updated every three years, the IBC is the most important reference that you can leverage throughout your career in architecture, design, or engineering. The IBC is a national 'model building code' which is adopted in some form by most building permit jurisdictions across the nation and in several foreign countries. Access the updated regulations reflected in the 2015 IBC Explore how the IBC was developed, and why it is an important component of so many industries Identify the areas of the IBC that have undergone the most change, such as the presentation of building heights and areas, along with changes to means of egress provisions Easily navigate and digest the information with full illustrations Building Codes Illustrated: A Guide to the 2015 International Building Code, Fifth Edition is a practical, fully illustrated reference that guides you through the latest in building code regulations.
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Gates Steve. The Negotiation Book
About the Author
Acknowledgments
Preface
CHAPTER 1. So You Think You Can Negotiate?
SO WHAT IS NEGOTIATION?
THE NEED FOR SATISFACTION
PERSONAL VALUES
HONESTY WITH YOURSELF
KEY TAKEAWAYS
CHAPTER 2. The Negotiation Clock Face
WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL?
HOW THE NEGOTIATION CLOCK FACE WORKS
KEY TAKEAWAYS
CHAPTER 3. Why Power Matters
WHAT DO WE MEAN BY POWER?
HOW DOES POWER INFLUENCE NEGOTIATIONS?
KEY TAKEAWAYS
CHAPTER 4. The Ten Negotiation Traits
1. NERVE
2. SELF-DISCIPLINE
3. TENACITY
4. ASSERTIVENESS
5. INSTINCT
6. CAUTION
7. CURIOSITY
8. NUMERICAL REASONING
9. CREATIVITY
10. HUMILITY
KEY TAKEAWAYS
CHAPTER 5. The Fourteen Behaviors that Make the Difference
THE FOURTEEN BEHAVIORS
KEY TAKEAWAYS
CHAPTER 6. The “E” Factor
THE EFFECT OF HUMAN EMOTION ON NEGOTIATION
CONSCIOUS COMPETENT
YOUR VALUES
EMOTIONAL INTELLIGENCE
THE ART OF LOSING
MANAGING THE EMOTIONAL NEED FOR SATISFACTION
TRUST, TACTICS, AND EMOTIONS
VISIBLE EMOTION
KEY TAKEAWAYS
CHAPTER 7. Authority and Empowerment
UNDERSTANDING EMPOWERMENT
YOUR BOSS CAN BE YOUR WORST ENEMY
EMPOWERMENT WITHIN TEAM ROLES
GETTING EMPOWERED BEFORE YOU START
DECISION-MAKING AUTHORITY
EMPOWERMENT AND SCOPE TO CREATE VALUE
KEY TAKEAWAYS
CHAPTER 8. Tactics and Values
RECOGNIZING THE PROCESS AND THE GAMESMANSHIP IN PLAY
A QUESTION OF CHOICES AND PERSONAL STYLE
WHAT ARE TACTICS?
KEY TAKEAWAYS
CHAPTER 9. Planning and Preparation that Helps You to Build Value
PLANNING CREATIVE TRADE-OFFS WHICH REALIZE ADDITIONAL VALUE
EACH AND EVERY DEAL IS UNIQUE
UNDERSTANDING VALUE
THE SIX PRIMARY VARIABLES
WORKING WITH VARIABLES
KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH
RISK AS A NEGOTIABLE
PREPARING TO MANAGE COMPLEXITY
PLANNING FROM A PRACTICAL PERSPECTIVE
KEY TAKEAWAYS
Final Thoughts
About The Gap Partnership
Index
WILEY END USER LICENSE AGREEMENT
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Steve Gates is founder and CEO of The Gap Partnership, the world's leading negotiation consultancy. Since 1997 Steve has consulted with and supported global corporations from all business sectors facing the challenge of optimizing value from their many and varied negotiations. His interest in commerce, capitalism, and psychology continues to inspire his innovative flair and passion for greater insights into the art and science of negotiation. His home remains in the UK.
Great negotiators often go unnoticed. They are not interested in winning or glory. They have an attitude of mind that is focused on the hard work of building agreements and protecting this work through the necessary confidentiality that follows. However, great negotiators – and maybe you – recognize that the return on time invested is dramatic, perhaps in relationships, time saved, risk reduced, profit made, or even dilemmas resolved. No other skill offers so much value in return for competent performance.
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• how that affects the possibilities.
As a Complete Skilled Negotiator your focus needs to be on what is important to the other party: their interests, priorities, options, if any, their deadlines, and their pressure points. Try to see the deal as they see it. If you set out to understand them and their motivations, you may be able to use these insights to your advantage and, ultimately, increase the value of the deal for yourself. Being driven to beat the other party will distract you from your main objective, which is usually to maximize value from the agreement.
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