The Road to Success: Learning How to Become an Effective Negotiator

Terry L Boles; Lon D Moeller; S. Beth Bellman

ISBN 10: 1465298231 / ISBN 13: 9781465298232

Published by Kendall Hunt Publishing, 2020

About this Item

This book is clearly used and shows noticeable wear consistent with normal handling and age. The book is not water-damaged and remains fully readable. It may contain highlighting, notes, or writing, and pages may show staining, discoloration, or other cosmetic imperfections. If originally included, supplemental items such as toys, inserts, or accessories may be missing. The dust jacket may be missing or damaged. All imperfections are cosmetic and do not prevent the book from being read.Ask for photos for more details.

Seller Inventory # OSBV.1465298231.A

Bibliographic Details

• Title: The Road to Success: Learning How to Become an Effective Negotiator
• Publisher: Kendall Hunt Publishing
• Publication Date: 2020
• Language: English
• ISBN 10: 1465298231
• ISBN 13: 9781465298232
• Binding: Soft cover
• Edition: 2nd Edition
• Condition: acceptable

About this title

Synopsis

Think about what it felt like the first time you sat behind the steering wheel of a car. It was exciting because driving a car allowed you to go different places. Driving was frightening because of your new responsibilities and the possibility of making mistakes that could lead to an accident.

The Road to Success: Learning how to Become an Effective Negotiator aimed at the undergraduate population, compares learning to negotiate to learning to drive. Like driving, negotiation is a teachable skill that involves self-assessment, situation assessment, and lots of practice.

Like a driver’s education course, the reader will review some of the basic principles of negotiations – the “rules of the road” – on their road trip to negotiation success and have the opportunity to practice the art of negotiating through negotiation exercises, case studies, and discussion questions found in the online component of The Road to Success: Learning how to Become an Effective Negotiator.

The Road to Success: Learning how to Become an Effective Negotiator navigates the terrain of distributive bargaining, (negotiating a lease, buying a car), integrative negotiations (multiple issue negotiations that focus on joint gain), preparation strategy, trust, ethics and cultural issues. It is flush with examples, cases and exercises that will educate and challenge the novice negotiator.