Items related to Negotiation
Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs in 90% of all negotiations--that is, so-called win-lose tactics. Understanding only the win-win tactics taught in most classes and books is like training a football team only on offense. Think of this book as defensive. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.
"synopsis" may belong to another edition of this title.
About the Author:
David Churchman is Professor and Chairman of Behavioral Science Graduate Program at California State University, Dominguez Hills.
Review:
This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations--with precision and wit.>>>> (Kriesberg, Louis The First Edition)
Brevity is not the only form of wit in this exceptionally clear book. For the novice the book reveals what tactics are. For the experienced negotiator it reveals why the tactics work.>>>> (David Dreier)
Producing films involves a lot of negotiating. Read this book five times instead of reading five different ones.>>>> (Jennie Lew Tugend)
This book has ideas for resolving disputes at every level, from the family to the family of nations. The surprising thing is how useful it also is in cooperative situations.>>>> (John Rogers)
Understanding the negotiating process is crucial to success in the international market place. Churchman unravels the complex web of negotiating to that even a novice can become an effective negotiator.>>>> (Reggie Cook)
For those who want to master the art of negotiating, this book comes in handy. The concise descriptions of various tactics, presented in alphabetical order, constitute the heart of this book. They are easy to read and certainly helpful... (Dispute Resolution Journal)
This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations--with precision and wit. (Kriesberg, Louis The First Edition)
Brevity is not the only form of wit in this exceptionally clear book. For the novice the book reveals what tactics are. For the experienced negotiator it reveals why the tactics work. (David Dreier)
Producing films involves a lot of negotiating. Read this book five times instead of reading five different ones. (Jennie Lew Tugend)
This book has ideas for resolving disputes at every level, from the family to the family of nations. The surprising thing is how useful it also is in cooperative situations. (John Rogers)
Brevity is not the only form of wit in this exceptionally clear book. For the novice the book reveals what tactics are. For the experienced negotiator it reveals why the tactics work.>>>> (David Dreier)
Producing films involves a lot of negotiating. Read this book five times instead of reading five different ones.>>>> (Jennie Lew Tugend)
This book has ideas for resolving disputes at every level, from the family to the family of nations. The surprising thing is how useful it also is in cooperative situations.>>>> (John Rogers)
Understanding the negotiating process is crucial to success in the international market place. Churchman unravels the complex web of negotiating to that even a novice can become an effective negotiator.>>>> (Reggie Cook)
For those who want to master the art of negotiating, this book comes in handy. The concise descriptions of various tactics, presented in alphabetical order, constitute the heart of this book. They are easy to read and certainly helpful... (Dispute Resolution Journal)
This book is a basic and therefore useful tool. It provides a glossary of over 50 terms used in negotiations, defines and illustrates them in the language of everyday negotiations--with precision and wit. (Kriesberg, Louis The First Edition)
Brevity is not the only form of wit in this exceptionally clear book. For the novice the book reveals what tactics are. For the experienced negotiator it reveals why the tactics work. (David Dreier)
Producing films involves a lot of negotiating. Read this book five times instead of reading five different ones. (Jennie Lew Tugend)
This book has ideas for resolving disputes at every level, from the family to the family of nations. The surprising thing is how useful it also is in cooperative situations. (John Rogers)
"About this title" may belong to another edition of this title.
- PublisherUniversity Press of America
- Publication date1995
- ISBN 10 081919946X
- ISBN 13 9780819199461
- BindingHardcover
- Edition number2
- Number of pages104
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