Excelência em Negociação, Coaching Executivo e Poder Pessoal

[Livro] Negociação Total – 25ª Edição

Negociação Total 25ª edição

Se você quer excelência em negociação, Negociação Total é a resposta: prático, direto, objetivo, avançado.

 

Negociação Total é o único livro de autor brasileiro indicado por uma conceituada revista de negócios entre os livros recomendados para empreendedores que desejam negociar melhor.

 

Depoimentos de leitores:

José Augusto Wanderley desenvolveu a melhor metodologia de Negociação jamais existente em língua portuguesa. Certamente, coloca-se em qualquer avaliação internacional de maneira vencedora. Desenvolvida em anos de prática, sem viés academicista, o livro de Wanderley proporciona uma extraordinária visão integrada do estratégico ato de negociar. Excelente!
Ailton Barcelos-Fernandes, CEO & Owner na empresa Barcelos-Fernandes & Associados, Professor de Negociação dos Masters e MBAs da BSP Business School São Paulo- Laureate International Universities. Chefiou as negociações das “Câmaras Setoriais” no MICT e foi negociador do Governo brasileiro junto ao MERCOSUL, GATT, OMC, FAO e Grupo de Cairns. Foi Presidente do Conselho de Administração da Embrapa e da Conab e membro do CMN (Conselho Monetário Nacional).

Sou fascinado pelo seu livro
Negociação Total, esse livro é mais do que um livro sobre negociação é um manual de como se comportar na vida!!!!
Parabéns pela obra!!!
Ednaldo Mareco

Após apresentar um trabalho de processo decisório apareceu a oportunidade de desenvolver uma pesquisa sobre formas de negociação em Tangará da Serra aonde eu resido atualmente. Seu livro tem sido base fundamental para minha pesquisa, tem me proporcionado um conhecimento baseado em experiências que é como se eu estudasse e praticasse ao mesmo tempo. Eu queria neste e-mail deixar claro a sua importância como pessoa e como incentivo para acadêmicos.
Fernando Barboza da Silva. Acadêmico da UNEMAT-Universidade Estadual do Mato Grosso

Excelente livro – leitura prazerosa, obrigatório para quem lida com pessoas, sendo também uma ferramenta de desenvolvimento pessoal
Antonio Piano

Temas abordados:

  • O que não fazer ao negociar. Os pecados capitais que levam uma negociação ao fracasso
  • Porque negociadores competentes comentem erros significativos numa negociação
  • Identificando tudo o que é importante e necessário para o sucesso: O MIN – Modelo Integrado de Negociação
  • As formas de se conduzir uma negociação: Barganha de Proposta e Solução de Problemas.
  • Quando e como negociar na base da Barganha de Propostas e quando e como negociar na base da Solução de Problemas. As consequências da escolha errada
  • Você sabe negociar em Equipe? Definindo papéis e responsabilidades
  • Você conhece a importância da Competência Organizacional de negociação?
  • A Competência Organizacional de negociação: qual a estrutura e apoio logístico necessários para o sucesso numa negociação
  • As sete etapas do processo de negociação. Qual a melhor sequência para se chegar aonde se quer?
  • Como preparar muito melhor para uma negociação levando em conta oportunidades, ameaças, interferências e adversidades
  • Como evitar os perigos do perde/perde
  • Como identificar o seu estilo de negociador?
  • Como identificar e negociar de acordo com o estilo do outro negociador?
  • Trinta táticas de informação, tempo e poder para o sucesso nas negociações
  • Como criar novas táticas. Os quatro passos
  • Como se proteger de quem só quer levar vantagem. Identificando as falcatruas e as táticas psicológicas. O que fazer
  • Como superar impasses, dificuldades, antagonismos e conflitos
  • Como fazer concessões maximizando a relação benefício/custo. A matriz de concessões
  • O processo de comunicação e outros fatores determinantes da qualidade do relacionamento entre os negociadores
  • A comunicação, o arco de distorção e as disfunções
  • Entendendo a diferença entre diálogo e duólogo
  • Como identificar e desenvolver as competências dos negociadores de sucesso
Para qualquer tipo de negociação: gerencial, vendas, compras, joint ventures e multinacionais.

Comprar
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