Negotiation Basics: Concepts, Skills, and Exercises - Rilegato

Johnson, Ralph A.

Rilegato

ISBN 10: 0803940513 ISBN 13: 9780803940512

Casa editrice: Sage Pubns, 1993

Riassunto

Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.

Su questo libro

Contenuti:

Transforming Problems into Negotiating Opportunities
Identifying and Pursuing Useful Negotiating Goals
Finding and Using Information
Making Cost-Benefit Decisions
Building Credibility to Enhance your Power
Fitting Strategies to your Situation and Personal Style
Choosing the Appropriate Tactics
Organizing Constituents for Representative Bargaining
Searching for Secrets to Break Impasses
Using an Outside Party When You Need One
Conclusion
Creating a Positive Negotiating Climate

Su questa edizione

• Editore: Sage Pubns
• Data di pubblicazione: 1993
• ISBN 10: 0803940513
• ISBN 13: 9780803940512
• Rilegatura: Copertina rigida
• Numero edizione: 1
• Numero di pagine: 184