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

McRae, Brad

Brossura

ISBN 10: 0761911855 ISBN 13: 9780761911852

Casa editrice: SAGE Publications, Inc, 1997

Riassunto

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

Su questo libro

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

Su questa edizione

• Editore: SAGE Publications, Inc
• Data di pubblicazione: 1997
• ISBN 10: 0761911855
• ISBN 13: 9780761911852
• Rilegatura: Copertina flessibile
• Numero edizione: 1
• Numero di pagine: 208