Essence of Negotiation - Softcover

Hiltrop, Jean-Marie; Udall, Sheila

Softcover

ISBN 10: 0133498956 ISBN 13: 9780133498950

Publisher: Pearson P T R, 1995

Synopsis

What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided?
What are the Underlying Principles and Stages Which Govern the Negotiation Process?
How Should We Manage Interpersonal Negotiations and What Are the Strategies and Tactics Used by Effective Negotiating Teams?
What are the Different Approaches to Multi-Party Negotiations and Which Approach is Most Effective for Negotiating Across Cultures?
The Essence of Management Series is an invaluable reference source for managers on short courses; for MBA and undergraduate students who want to get quickly to the heart of the subject; and as reference material for managers and aspiring managers wishing to improve their knowledge and skills.

About this title

From the Back Cover

A concise, expert guide to learning the negotiating skills that are critical to business success. This book covers preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including ways to organize successful meetings and build consensus. They also learn better ways to build working coalitions with other groups, internally and externally -- even if their negotiating counterparts come from entirely different cultures and backgrounds. : Anyone who needs to negotiate, especially business managers.

Edition details

• Publisher: Pearson P T R
• Publication date: 1995
• Language: English
• ISBN 10: 0133498956
• ISBN 13: 9780133498950
• Binding: Paperback
• Edition number: 1
• Number of pages: 128