Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict

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9780470902516: Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:

  • Understand the game so you can better control what happens
  • Predict the sequence of negotiation activities and move from disagreement toward agreement
  • Identify the strategies and tactics of other players in the game.
  • Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

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From the Inside Flap:

Why are some business leaders able to move in and out of business situations with confidence and ease? The secret is their ability as skilled negotiators. Being an effective negotiator is a critical key factor in business success.

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors—experts in the field of business negotiation—reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to

  • Understand the game so you can better controlwhat happens
  • Predict the sequence of negotiation activitiesand move from disagreement toward agreement
  • Identify the strategies and tactics of other playersin the game
  • Apply the rules of the game—the "do's and don'ts"that will ultimately lead to success

No matter what you call negotiation—bargaining, haggling, horse trading, or managing differences—the basic skills and techniques of the master negotiator outlined in this book are essential for resolving conflicts, handling difficult conversations, protecting oneself against a competitive adversary, or negotiating a good business deal. The techniques and suggestions outlined can also be used for more informal day-to-day negotiations on the job such as selling, buying, and team building.

From the Back Cover:

Your Working Guide to Business Negotiation

Roy Lewicki—an international authority on business negotiation—with partner Alex Hiam offers this book as a "working guide" for quick study and preparation before any negotiation in any kind of business. With clear guidance and real-world examples, the authors walk the reader through every negotiating pitfall and opportunity. Not an academic work, but a how-to guide with plenty of tools and checklists for the negotiation process, this easy-to-use book includes new research, updated examples, and advice on electronic negotiation via e-mail. Any reader can become a master of negotiation by carefully following the authors' suggestions. This volume also includes a new self-assessment tool and additional helpful appendices.

Praise for Mastering Business Negotiation

"I recommend this book for anyone involved in business negotiations or in taking a leadership role in their workplace. It covers a great many important skills in an intelligent and helpful manner."
—Quint Studer, author, Hardwiring Excellence and Results That Last

"Negotiation is one of the most important parts of business, yet it is one we sometimes pay the least attention to. The book is a must-read for any business person who wants to take their business to the next level."
—Celia Rocks, author, Brilliance Marketing Management; president, Rocks-DeHart Public Relations

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