Negotiation Basics Concepts, Skills, and Exercises

Name: Negotiation Basics Concepts, Skills, and Exercises
Price: 118.17 USD
Availability: InStock
ISBN: 9780803940529

ISBN-10: 0803940521

ISBN-13: 9780803940529

Edition: 1999

Authors: Ralph A. Johnson

List price: $129.00

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Description:

"It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can…

Book details

List price: $129.00
Copyright year: 1999
Publisher: SAGE Publications, Incorporated
Publication date: 12/18/1992
Binding: Paperback
Pages: 184
Size: 5.50" wide x 8.50" long x 0.45" tall
Weight: 0.550
Language: English



Transforming Problems into Negotiating Opportunities


Identifying and Pursuing Useful Negotiating Goals


Finding and Using Information


Making Cost-Benefit Decisions


Building Credibility to Enhance your Power


Fitting Strategies to your Situation and Personal Style


Choosing the Appropriate Tactics


Organizing Constituents for Representative Bargaining


Searching for Secrets to Break Impasses


Using an Outside Party When You Need One


Conclusion


Creating a Positive Negotiating Climate