Negotiating and Influencing Skills The Art of Creating and Claiming Value

ISBN-10: 0761911855

ISBN-13: 9780761911852

Edition: 1997

Authors: Brad McRae

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Description:

Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach.Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies are used to illustrate the key learning points. An annotated bibliography and a glossary of terms are included.
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Book details

List price: $89.00
Copyright year: 1997
Publisher: SAGE Publications, Incorporated
Publication date: 10/15/1997
Binding: Paperback
Pages: 208
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 0.748
Language: English

Introduction
Creating and Claiming Value
Assessing Your Current Negotiating Style
Principles and Techniques to Create and Claim Value
Dealing with Difficult People and Difficult Situations
Developing Higher-Order Skills
The Power of Commitment
Conclusion
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