Negotiating Game How to Get What You Want

Name: Negotiating Game How to Get What You Want
Price: 3.59 USD
Availability: InStock
ISBN: 9780887305689

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…

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 Illustrations	p. ix
List of Tables	p. xi
Introduction	p. xiii
New Frontiers in Negotiation
The Negotiating Society	p. 3
Winners and Losers	p. 13
What Makes a Good Negotiator?	p. 27
The Heart of the Bargaining Process
Introduction to Part II	p. 41
What's Your Aspiration Level?	p. 42
You Have More Power Than You Think	p. 56
People Who Influence	p. 78
Inoculation Against Influence	p. 92
Status	p. 100
The Role of Role	p. 109
Needs, Goals and Action	p. 115
The Anatomy of Negotiation	p. 127
The Expected-Satisfaction Theory	p. 141
A Program for Performance
Introduction to Part III	p. 151
Strategy	p. 152
Tactics, Deadlock and Countermeasures	p. 174
The Successful Manager Negotiates	p. 202
Love, Honor and Negotiate	p. 215
Organize to Win Your Objectives	p. 224
The Wheel of Negotiation	p. 234
Acknowledgments	p. 239
Appendix I	p. 241
Appendix II	p. 243
Index	p. 245
Table of Contents provided by Ingram. All Rights Reserved.