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Negociator
- La référence de toutes les négociations
- Narrated by: Antoine David-Calvet, Morgane Hainaux
- Length: 27 hrs and 47 mins
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Negociator
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Publisher's summary
Fruit du travail de deux négociateurs reconnus à l’international, qui ont même inspiré une série télévisée, le Negociator est une véritable Bible de la négociation.
Que ce soit dans le domaine diplomatique ou commercial, lors de conflits sociaux ou géopolitiques, dans la gestion de crises, ou simplement pour négocier son salaire et gérer les désaccords du quotidien… les négociations sont partout et à tous les niveaux.
Marwan Mery et Laurent Combalbert ont développé la méthode PACIFICAT© reconnue et éprouvée lors de centaines de missions réussies. Ils vous en dévoilent les étapes dans cet ouvrage, illustrées par de nombreux cas pratiques, exemples et verbatim. Vous y apprendrez à préparer, conduire, clôturer et débriefer une négociation, qu’elle concerne une situation ordinaire ou qu’elle engage l’avenir du monde. Enrichie notamment de la négociation éthique, de la négociation à distance et d’un exemple complet qui reprend toutes les étapes de la méthode, cette nouvelle édition est l’outil ultime pour négocier.
TABLE DES MATIERES
Chapitre 1. Les négociations complexes
PARTIE 1. Préparer la négociation
Chapitre 2. Pouvoir et leadership
Chapitre 3. Analyse du contexte
Chapitre 4. Cartographie des acteurs
Chapitre 5. Identification de la stratégie
Chapitre 6. Formation de l’équipe de négociation
PARTIE 2. Conduire la négociation
Chapitre 7. Influence et relation
Chapitre 8. Clôture et décision
PARTIE 3. Débriefer la négociation et préparer l’avenir
Chapitre 9. Apprentissage et débriefing
Chapitre 10. Transmission des savoirs
La méthode en action
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