Negotiating and Influencing Skills : The Art of Creating and Claiming Value

Brad McRae

ISBN 10: 0761911847 / ISBN 13: 9780761911845

Published by Sage Publications, Inc, 1997

About this Item

nach der Bestellung gedruckt Neuware - Printed after ordering - Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach.Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies a.

Seller Inventory # 9780761911845

Bibliographic Details

• Title: Negotiating and Influencing Skills : The Art of Creating and Claiming Value
• Publisher: Sage Publications, Inc
• Publication Date: 1997
• Language: English
• ISBN 10: 0761911847
• ISBN 13: 9780761911845
• Binding: Buch
• Condition: Neu
• Dimensions: 235W x 157H x 16D millimeters 235 millimeters width by 157 millimeters height by 16 millimeters depth
• Weight: 459 grams

About this title

Synopsis

Negotiating and Influencing Skills provides the tools needed to negotiate effectively in order to obtain the best result--whether you are working on securing a contract, obtaining consensus on a goal, building commitment among your employees or classmates, coaching for employee development, or dealing with family and friends. Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Difficult people and difficult situations provide us with one of the best sources of information on what we need to do differently in order to negotiate more effectively. The book examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Learning effective negotiating and influencing skills is a lifelong process. Reading this book is only the beginning point in that process. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book. Anyone who negotiates on a regular basis and is desirous of improving his or her negotiating and influencing skills, whether that be in the work setting or in their personal lives, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law.