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Practical Negotiating Tools, Tactics and Techniques

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ISBN-10: 0470134852

ISBN-13: 9780470134856

Edition: 2007

Authors: Tom Gosselin

List price: $27.00
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'Practical Negotiating' focuses on both the planning and execution that goes into a negotiation. It includes a step-based framework for preparing the groundwork of negotiation and mastering various negotiating styles.
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Book details

List price: $27.00
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 5/25/2007
Binding: Hardcover
Pages: 240
Size: 6.40" wide x 9.30" long x 0.90" tall
Weight: 0.946
Language: English

The Need for Negotiation
Conflict in Our Lives
Process of Exchange
Introduction to Planning and Executing the Negotiation
Audience for Practical Negotiating
Planning the Negotiation
Wants and Needs
Win-Win Agreements
Wants versus Needs
Case Analysis
Practical Application
Setting Objectives and Determining Positions
Needs and Objectives
Creating a Needs/Objectives Matrix
Determining Position and Settlement Range
Practical Application
Currencies and Concessions
Currencies of Exchange
Making Positive Exchanges
Practical Application
Power in Negotiation
The Paradox of Power
The Rule of Power in Negotiation
Practical Application
Case Analysis
Practical Negotiating: Planning Guide-Part 1
Executing the Negotiation
Negotiation Model: Stages with Critical Tasks
Stages: The Negotiation Process Road Map
Practical Application
Negotiating Styles and Key Skills
The Difference between Negotiation Styles and Skills
Choosing the Best Overall Approach
Negotiation Styles
Key Skills
Practical Application
Win-Win Tactics
Tactics Defined
Win-Win Tactics
Practical Application
Adversarial Tactics and Countertactics
Adversarial Tactics
Practical Application
Tactical Orientation
How to Determine Your Tactical Orientation
Tactical Orientation Continuum
Practical Application
Special Negotiation Situations
Negotiating in Buy and Sell Situations
Internal Negotiations
Negotiating with Your Boss
Team Negotiations
Practical Application
Putting It All Together
Practical Negotiating: Planning Guide-Annotated
Negotiation Style Survey
Practical Negotiating: Planning Guide