Game, Set, Match: Winning the Negotiations Game - Softcover

Kramer, Henry S.

Softcover

ISBN 10: 0970597029 ISBN 13: 9780970597021

Publisher: ALM Media, LLC, 2001

Synopsis

Negotiation is a part of everyone's life, yet few people have been formally schooled in successful negotiating techniques. This guide teaches successful techniques for the entire negotiations process-from the initial planning stages, through opening negotiations, mid-game, end-game and follow-up-and gives advice and strategies for each step of the process. With information about data collection, achieving a win-win outcome, and discussions of legal and ethical issues, this book provides thorough preparation for negotiations in professional or personal settings.

About this title

About the Author

Henry S. Kramer, a labor and civil rights attorney, is a visiting professor of labor relations at Cornell University and the founder and managing director of the Human Resources Center. He is the author of Alternative Dispute Resolution in the Work Place. He lives in Ithaca, New York.

Reviews

Professionals in the business of collective bargaining and arbitration who aspire to improve their negotiating skills will appreciate Henry S. Kramer's well-conceived, clearly presented and in-depth book, Game, Set, Match: Winning the Negotiations Game. Kramer, professor at Cornell's New York State School of Industrial and Labor Relations, lays bare the delicate intricacies of negotiating, illustrating each point with an anecdote and highlighting important tips throughout the book. While Kramer's book could help readers buy a house or secure a raise, its real value is for people whose business it is to schmooze, finagle and, ultimately, come out winners.

Copyright 2001 Cahners Business Information, Inc.

Edition details

• Publisher: ALM Media, LLC
• Publication date: 2001
• Language: English
• ISBN 10: 0970597029
• ISBN 13: 9780970597021
• Binding: Paperback
• Number of pages: 380