Title: Negotiation: Management in Action: The techniques of value-adding negotiation and the reasons why they are effective
Publisher: CreateSpace Independent Publishing Platform
Publication Date: 2018
Language: English
ISBN 10: 1984122061
ISBN 13: 9781984122063
Binding: paperback
Condition: Good
Weight: 17 ounces

About this title

Synopsis

Textbook on Negotiation Principles and Practices. Practical cases are used to illustrate different phases of negotiation. Attention is given to Perception, Framing, Power, Persuasion and Preparation. A chapter is also designated to cover complicated areas of negotiation such as multiparty-negotiation, international negotiation and dealing with conflict and aggression.

About the Author

Dr. Manie Spoelstra is Visiting Professor in Management Negotiation at the Barney Barnett Business School at Florida Southern College. He is also director of his International Company; The International Negotiation Academy. He authored several books related to negotiation. The last one being: "Negotiation: The Genesis of Management” in 2012. During the past twenty years Prof Spoelstra has conducted many public and in-house workshops in various specialized aspects of negotiation (such as buying, selling and conflict negotiation) as well as mediation skills all over the globe. He has also facilitated many strategic planning, conflict resolution and team building sessions for top management of many prominent organizations.

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