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Negotiating Game How to Get What You Want

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ISBN-10: 0887305687

ISBN-13: 9780887305689

Edition: 1992 (Revised)

Authors: Chester L. Karrass

List price: $20.00
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""Why take no for an answer? Successful people don't. They get what they want by negotiating better deals for both parties," says Chester L. Karrass. Since ancient times, people dealt with one another by intuition alone - until 1970, with the appearance of The Negotiating Game, incredibly, the first book to integrate modern analytic thinking with good practice. The author systematically builds an arsenal of ideas that provides the negotiator with a realistic sense of confidence. Now Dr. Karrass returns to give us this newly revised and expanded edition of the now-classic book on negotiation, updated to reflect the sea changes in business and society over the past two decades." "Your…    
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Book details

List price: $20.00
Copyright year: 1992
Publisher: HarperCollins Publishers
Binding: Hardcover
Pages: 256
Size: 6.00" wide x 8.50" long x 1.00" tall
Weight: 0.990
Language: English

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwideChester L. Karras received degrees from the University of Colorado, Columbia University and the University of Southern California. He was a negotiator for the Hughes organization and later turned to giving seminars in effective negotiation. He has lectured for over half a million people, many of them from Fortune 500 corporations. Karras has published four books on negotiation, including bestsellers The Negotiating Game and Give and Take.

List of Illustrationsp. ix
List of Tablesp. xi
Introductionp. xiii
New Frontiers in Negotiation
The Negotiating Societyp. 3
Winners and Losersp. 13
What Makes a Good Negotiator?p. 27
The Heart of the Bargaining Process
Introduction to Part IIp. 41
What's Your Aspiration Level?p. 42
You Have More Power Than You Thinkp. 56
People Who Influencep. 78
Inoculation Against Influencep. 92
Statusp. 100
The Role of Rolep. 109
Needs, Goals and Actionp. 115
The Anatomy of Negotiationp. 127
The Expected-Satisfaction Theoryp. 141
A Program for Performance
Introduction to Part IIIp. 151
Strategyp. 152
Tactics, Deadlock and Countermeasuresp. 174
The Successful Manager Negotiatesp. 202
Love, Honor and Negotiatep. 215
Organize to Win Your Objectivesp. 224
The Wheel of Negotiationp. 234
Acknowledgmentsp. 239
Appendix Ip. 241
Appendix IIp. 243
Indexp. 245
Table of Contents provided by Ingram. All Rights Reserved.