3Ps of Negotiating, The: Exploring the Dimensions - Softcover

John C. Ritchie

Softcover

ISBN 10: 0130263338 ISBN 13: 9780130263339

Publisher: Prentice Hall, 2000

Synopsis

(Pearson Education) Discusses the dimensions that influence how boundaries are established for successful negotiating. Explores how different types of people, processes, and positional issues all influence each other and cannot be separated in establishing the dimensions and boundaries of the negotiating process. Softcover. DLC: Negotiation in business.

About this title

From the Back Cover

As its title indicates, this book explores the dimensions that influence how boundaries are established for successful negotiating. It examines how different types of people, processes and positional issues all influence each other—and ultimately determine the outcome of negotiations. Focusing on the “area of the known,” will enable readers to quickly determine their own boundaries, as well as the boundaries of others, in order to bring negotiating scenarios to successful ends. Chapter topics cover the characteristics of self and other negotiators; recognizing people types and processes—physical, logical, and emotional; position; and various factors. For anyone who wants to improve their skills at negotiating—in order to gain peace of mind, and achieve personal goals.

Review

1. People. 2. Processes. 3. Position. 4. Dimensions. 5. Conclusion. Index.

Edition details

• Publisher: Prentice Hall
• Publication date: 2000
• ISBN 10: 0130263338
• ISBN 13: 9780130263339
• Binding: Paperback
• Language: English
• Edition number: 1
• Number of pages: 94