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Synopsis
Fresh perspectives and guidance for one of today's most essential business skills--negotiation
Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides yous with no-nonsense guidance that can be difficult, if not impossible, to find.
The Negotiation Fieldbook explains how to create more value at the table by leading a negotiation first to collaboration and then to agreement. Offering concise, straightforward coverage of a topic too often shrouded in confusion and mystery, this hands-on book describes:
- Essentials negotiators must focus on to be successful
- How to sequence each move, from first to last
- Techniques for rescuing a negotiation that has "broken down"
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From the Back Cover
Praise for The Negotiation Fieldbook:
"Experience and expertise shine through in this powerful book."
--Deborah D. McWhinney, President, Schwab Institutional
"A simple and effective process for achieving win-win outcomes in any negotiation."
--Sam Reese, CEO, Miller Heiman
"The workbook approach and real life examples used in this guide are excellent tools to support the theories and can really help you successfully practice what actually goes on in a negotiation."
--Catherine L. Farrell, Ph.D., Director of Global Operations, Amgen, Inc.
"An extremely useful how-to guide to collaborative negotiation for business managers, professionals, or anyone who wishes to improve their negotiation skills to achieve successful outcomes."
--Jonathan D. Greenberg, Director, International Graduate Studies, Stanford Law School
Proven practices and tools for making each negotiation successful--from office to home and everything in between
Every day, in virtually every interaction, you are negotiating something. The Negotiation Fieldbook goes beyond empty theory to provide you with a step-by-step, what-to-say-and-do blueprint for skillfully taking each negotiation from engagement to agreement. Written by one of today's most globally respected negotiation experts, it will give you the knowledge and insights you need to overcome previous animosities, turn confrontation into collaboration, and make each negotiation one that will leave each party as satisfied as possible--even when a satisfactory solution seems impossible to achieve.
About the Author
Grande Lum is a cofounder and principal of ThoughtBridge, a leading negotiation consultancy and training provider.
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- PublisherMcGraw-Hill
- Publication date2004
- ISBN 10 007144114X
- ISBN 13 9780071441148
- BindingPaperback
- LanguageEnglish
- Edition number1
- Number of pages204
- Rating
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The Negotiation Fieldbook : How to Create More Value in Any Negotiation
Published by
McGraw-Hill Companies, The, 2004
ISBN 10: 007144114X
ISBN 13: 9780071441148
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The Negotiation Fieldbook
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The Negotiation Fieldbook: How to Create More Value in Any Negotiation
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The Negotiation Fieldbook: Simple Strategies To Help Negotiate Everything
Published by
McGraw-Hill, New York, NY, 2005
ISBN 10: 007144114X
ISBN 13: 9780071441148
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Softcover. Condition: Very Good. Edition Unstated. The books text appears to be clean, white, and crisp. Light shelf and corner wear to the books cover and corners. Binding is still in good condition. Scuffing, and rubbing to the books cover and corners. Size: 23 cm. 189 pp. Quantity Available: 1. Shipped Weight: Under 500 grams. Category: Business, Finance & Marketing; Negotiation in business; Education. ISBN: 007144114X. ISBN/EAN: 9780071441148. Dewey Code: 658.4/052 22. Pictures of this item not already displayed here available upon request. Inventory No: 1561010905. Seller Inventory # 1561010905
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