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

McRae, Bradley C.

 
9780761911845: Negotiating and Influencing Skills: The Art of Creating and Claiming Value
Rilegato
ISBN 10: 0761911847 ISBN 13: 9780761911845
Casa editrice: Sage Pubns, 1997

Sinossi

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

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

Contenuti

Introduction
Creating and Claiming Value
Assessing Your Current Negotiating Style
Principles and Techniques to Create and Claim Value
Dealing with Difficult People and Difficult Situations
Developing Higher-Order Skills
The Power of Commitment
Conclusion

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

Editore
Sage Pubns
Data di pubblicazione
1997
Lingua
Inglese
ISBN 10 
0761911847
ISBN 13 
9780761911845
Rilegatura
Copertina rigida
Numero edizione
1
Numero di pagine
195
Contatto del produttore
non disponibile
Persona responsabile
non disponibile

Altre edizioni note dello stesso titolo

9780761911852: Negotiating and Influencing Skills: The Art of Creating and Claiming Value

Edizione in evidenza

ISBN 10:  0761911855 ISBN 13:  9780761911852
Casa editrice: SAGE Publications, Inc, 1997
Brossura