Metodo di negoziazione: Dal Principe di Machiavelli all'era della globalizzazione
- ISBN-10
- 8849873212
- ISBN-13
- 9788849873214
- Category
- Business & Economics
- Pages
- 237
- Language
- Italian
- Published
- 2022-12-16T00:00:00+01:00
- Publisher
- Rubbettino Editore
- Authors
- Alain Lempereur, Aurelien Colson, Francesco Marchi
Description
Il libro presenta un Metodo di Negoziazione ispirato dai testi classici di teorici e professionisti europei, dall’antichità fino a oggi, per i quali la negoziazione ha rappresentato un elemento fondamentale della loro vita. Si focalizza l’attenzione su particolari tipi di negoziato – sociale, legale, commerciale, diplomatico – e si presentano piuttosto gli aspetti generali della negoziazione poiché, da un tipo di negoziato all’altro, gli elementi comuni superano in gran parte le specificità. La prima parte del testo è concentrata sulla fase di preparazione. Successivamente vengono illustrate le fasi chiave del processo negoziale evidenziando le buone pratiche atte a facilitare lo svolgimento della trattativa. Nella parte centrale si analizzano gli ostacoli presenti nel negoziato proponendo una serie di strumenti per poterli superare in maniera efficace. Nelle conclusioni, attraverso alcune domande, il libro aiuta il lettore a creare un proprio metodo di negoziazione.
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