57:T6ee,Vad är det egentligen som händer när vi gör en affär? År 2009 lanserade Lars-Johan Åge den första vetenskapliga teorin om konsten att göra affärer genom avhandlingen Business Manoeuvring – A Grounded Theory of Complex Selling Processes. I den här boken visar han nu tillsammans med Per-Erik Holmgren hur teorin kan användas praktiskt av alla affärsmän och affärskvinnor.

Läs mer
Med hjälp av affärsteorin kan du göra bättre affärer. De verksamheter som författarna arbetat med har med hjälp av teorin på ett effektivt sätt kunnat genomlysa sina affärsprocesser för att därigenom se hur de kan bli mer framgångsrika. Men teorin kan också hjälpa alla affärsmän och affärskvinnor att bättre förstå affärslivets spelplan och utveckla sitt eget agerande. Affärsteorin består av fyra universella principer som kan förklara vad som sker i alla typer av affärer. Konststycket består i att betrakta en affär som en dynamisk process och att balansera inciperna på ett effektivt sätt – de måste alla vara närvarande, men i rätt dos och vid rätt tillfälle.

Om författarna
Lars-Johan Åge är toppsäljaren som blev forskare. Han fångades tidigt av att det som händer i en affär är ett mysterium, i den bemärkelsen att även om han gjorde samma sak så blev utfallen oftast helt olika. När han senare blev forskare på Handelshögskolan i Stockholm var han fast besluten att öppna affärslivets ”svarta låda”, att ta fram den första vetenskapliga affärsteorin. Idag ägnar han sig åt att lära ut konsten att göra affärer. Per-Erik Holmgren har i mer än 20 år ägnat sig åt försäljning och marknadsföring i ledande befattningar inom media- och it-branschen.

58:T667,

I en värld som alltmer jagar ytlig popularitet och status har vi tappat bort en av våra verkliga mänskliga superkrafter: omtycktheten. Vi har allt att vinna på att återta den.

Forskningen visar entydigt att omtyckthet har stora positiva effekter på många områden i våra liv. Äkta, grundad omtyckthet bidrar till att öka vårt välmående, den förbättrar vår hälsa och leder många gångar till större framgångar i till exempel arbetslivet. Omtyckthetens positiva effekter gäller även för chefer och ledare och deras organisationer, företag och varumärken.

Frågan är vad vi måste göra för att hitta tillbaka till eller förstärka den? Svaret är paradoxalt nog: inte mycket. För att utveckla den naturliga omtycktheten ska vi nämligen göra mindre och vara mer genom att öva upp en ökad medvetenhet.

I Omtyckt visar professorn Lars-Johan Åge hur vi uppnår detta.

Lars-Johan Åge är professor och utbildad i förhandling på Harvard Law School. Han har arbetat med FBI:s gisslanförhandlare och svenska polisens insatsstyrka. Han har också analyserat världens bästa förhandlare inom gisslansituationer, affärer och diplomati personer som vet att dra nytta av omtyckthetens kraft. Med sina djupa kunskaper och erfarenheter från dessa områden har han nu skrivit den första svenska handboken i hur vi kan uppnå äkta omtyckthet.

"Omtyckt är en faktaspäckad och välskriven bok med många vardagliga exempel som levandegör teorin. Den vänder sig till en bred läsekrets med intresse för forskning." BTJ

59:T603,

Entä jos loputtomien kompromissien ja nahkapäätösten sijasta voisit päästä kenen hyvänsä kanssa yhteisymmärrykseen asiasta kuin asiasta viidellä askeleella? Ja vieläpä niin, että kaikki ovat ratkaisuun tyytyväisiä.

Ruotsalainen neuvotteluguru Lars-Johan Åge on kehittänyt Happy-happy-menetelmän, joka yltää pidemmälle kuin tuttu win-win-tavoite. Se keskittyy tyytyväisyyteen, suhteisiin, yhteistyöhön ja tulevaisuuteen. Tavoitteena on elämänlaadun kohentaminen ja menestys.

Ja mikä parasta, Ågen menetelmää voi hyödyntää sekä työ- että siviilielämässä. Kyse voi olla oman ehdotuksen saamisesta läpi asiakkaan tai pomon kanssa tai siitä, että työtoverisi sanovat yhtäkkiä kyllä ideoillesi. Tai siitä, että erimielisyydet keittiössä läheisten kanssa vähenevät. Kirja selvittää myös, miksi win-win ei ole oikea tavoite näissä tilanteissa.

Ågen kehittämä menetelmä perustuu psykologian tutkimukseen sekä käyttäytymis- ja taloustieteellisiin kokeisiin. Niitä valottavat arkiset esimerkit, jotka ovat kaikille tuttuja.

Kirjan oikeudet myytiin ennen sen ilmestymistä 17 maahan!

Lars-Johan Åge on väitellyt taloustieteiden tohtoriksi Tukholman kauppakorkeakoulussa ja hän on opiskellut neuvottelutaitoja Harvardin yliopiston oikeustieteellisessä tiedekunnassa. Hän on työskennellyt FBI:n panttivankineuvottelijoiden ja Ruotsin poliisin erikoisryhmän kanssa. Tämän kirjan myötä hänen oppinsa ovat meidän kaikkien käytössä.

19:["$","$L53",null,{"state":{"mutations":[],"queries":[{"dehydratedAt":1793143822664,"state":{"data":{"pages":[{"requestId":"46d6fc97-8482-4295-930a-2a3a6d0543c8","total":{"value":5,"relation":"eq"},"rows":[{"entityType":"book","isbn":"9789188869401","id":500033,"score":2,"position":0,"book":{"id":500033,"isbn":"9789188869401","created":"2021-06-23T08:05:01.000Z","title":"Happy Happy : Fem steg för att komma överens med vem som helst","description":"

Hur kan du lättare komma överens med dem som tycker annorlunda – på ett sätt som gör alla nöjda?

Med femstegsmodellen happy-happy presenterar forskaren och förhandlingsexperten Lars-Johan Åge ett unikt och effektivt sätt att nå framgång. Där det gamla win-win maximerar vinningen vid ett enskilt tillfälle, siktar happy-happy i stället på framtiden och en fortsatt god relation mellan parterna. Precis så som det oftast ser ut i verkligheten, oavsett om det gäller affärer eller privatlivet.

Genom fem beprövade, forskningsbaserade steg får du lära dig hur rätt inställning, medvetna prioriteringar och väl valda ord hjälper dig att komma överens med även de mest motsträviga motparter.

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