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Workshop Negociação - CECRI (Part III)

Liderança e inteligência emocional
by

sandrina antunes

on 26 February 2015

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Transcript of Workshop Negociação - CECRI (Part III)


Liderança

Auto-Consciência
Sociabilidade
Motivação
Auto-controlo
Transforme-se num Líder
Partilhe a sua paixão
Pursuit of Sales Excellence
Jacco van der Kooij
Disciplina
Executar
How t
2
1
Qualidades
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
Pursuit of Sales Excellence
Jacco van der Kooij
Muito
opens in new tab
Como?
Ponha-se à prova
3
4
Método
ABC
da
Empatia
Sandrina Antunes
Obrigada pela atenção
InteliGência Emocional
Daniel Goleman
1
2
3
4
5
5
princípios

Características de um líder
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
O
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
Pursuit of Sales Excellence
Jacco van der Kooij
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
Será a liderança
Inata?

Onde está a Solução?
Dentro de cada um de nós
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
Muito
Conclusão
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
Sun Tsu - Art of War
1
2
3
4
6
7
8
9
Inatas e Adquiridas
A Liderança
Liderança & Inteligência Emocional
Princípios
Características de um líder
Conclusões
Implicações na negociação
Na Negociação
Prof. Auxiliar
DRIAP
Universidade do Minho
Full transcript