A discussion of all the fundamentals of the negotiation process. Details of the role of Perception, Communication, Persuasion, Power and Personality are provided. A chapter is devoted to Preparation while specific sections are dealing with focused areas of negotiation such as Procurement, Selling, and Conflict resolution. Real life cases clarify and enrich the content.
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Prof Manie Spoelstra has a lifetime of experience as negotiation skills consultant and trainer. He has lectured at various Business Schools worldwide and have trained individuals on all levels in major organizations worldwide. He believes that negotiation skills can make a significant and measurable difference in all areas of human endeavor. Everyone involved in procurement, sales, management, labor unions, mediation and conflict resolution should benefit from this book. Refining your negotiation skills is one of those life changing actions that could yield major quantifiable and psychological dividends
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