The Negotiation Fieldbook - Softcover

Lum, Grande

Softcover

ISBN 10: 007144114X ISBN 13: 9780071441148

Publisher: McGraw-Hill, 2004

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"

About this title

About the Author

Grande Lum is a cofounder and principal of ThoughtBridge, a leading negotiation consultancy and training provider.

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.

Edition details

• Publisher: McGraw-Hill
• Publication date: 2004
• Language: English
• ISBN 10: 007144114X
• ISBN 13: 9780071441148
• Binding: Paperback
• Edition number: 1
• Number of pages: 204