| Description |
1 online resource (209 pages) |
| Contents |
Cover; Contents; Preface; Acknowledgments; Chapter 1 -- Introduction; Chapter 2 -- Creating and Claiming Value; Chapter 3 -- Assessing Your Current Negotiating Style; Chapter 4 -- Principles and Techniques for Creating and Claiming Value; Chapter 5 -- Dealing with Difficult People and Difficult Situations; Chapter 6 -- Developing Higher-Order Skills; Chapter 7 -- The Power of Commitment; Chapter 8 -- Conclusion; Appendix A: Annotated Bibliography; Appendix B: Exercises and Forms; References; Index; About the Author |
| Summary |
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 dif |
| Notes |
Print version record |
| Subject |
Influence (Psychology)
|
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Negotiation.
|
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negotiating.
|
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negotiation.
|
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Influence (Psychology)
|
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Negotiation
|
| Form |
Electronic book
|
| ISBN |
9781452263595 |
|
1452263590 |
|
