directeur, HCG Onderhandelingsinstituut. Auteur van de evergreen 'Dirty tricks van het onderhandelen'.
Meer over George van HoutemYou won't win a negotiation with rational arguments. You will only get your way if you apply the right psychological insights. In this book, you'll learn which strategies work best.
During a negotiation, your people skills will be put to the test. How well are you able to evaluate what your counterparties think and do? Are they interested in your proposal? How much are they willing to offer? Are they serious or are they playing a game?
Like no other, negotiation expert George van Houtem understands how people 'tick' during negotiations. In this book, he unravels the important psychological mechanisms that will consciously - and unconsciously - sway you and your negotiation partners. Discover and learn how you can influence other people with framing, the anchor effect, and dozens of other proven tricks and strategies.
onderhandelen psychologie beïnvloeding onderhandelingstechnieken communicatie persoonlijke effectiviteit strategieën tactieken ankereffect besluitvorming framing overtuigen belangen denkfouten concessies onderhandelingsopening waardecreatie vertrouwen impasse machtsverhoudingen voorbereiding openingsbod relativiteitsprincipe priming confirmation bias verliesaversie impasses dirty tricks concessiematrix argumentatie meso-methode integratieve onderwerpen contrastprincipe endowment-effect distributieve onderwerpen consistentieprincipe manipulatie cognities tit for tat locatiekeuze achterban availability bias liking bias wederkerigheid decoy-effect keuzearchitectuur mandaat future lock-in tijdsdruk salamitactiek exploreren sunken cost fallacy zero risk bias papegaaitechniek macht relatiemanagement spel van concessies spiegelen gedragseconomie next in line-effect overconfidence-effect zakelijke communicatie win-win afronding vooroordelen zelfreflectie
