How to Become a Better Negotiator - Brossura

Luecke, Richard A.; Patterson, James

Brossura

ISBN 10: 0814400477 ISBN 13: 9780814400470

Casa editrice: AMACOM, 2008

Riassunto

Whether it’s at home or at work, so much of our livesinvolves negotiating to get what we want. Fromnegotiating a higher salary, to lowering costs fromsuppliers, to hammering out a new contract with amajor customer, or even deciding where to go onvacation, the only way to consistently arrive atsuccessful conclusions is to master the art ofnegotiation. Updated with completely new tactics andstrategies, How to Become a Better Negotiator lets readersin on the same high-level skills that experiencednegotiators use.

Packed with fill-in-the-blank sections, tips, quizzes, andchapter reviews, the book covers important topics suchas listening, assertiveness, and how to deal with hostileopponents.

Su questo libro

L'autore:

Richard A. Luecke (Salem, MA) is a freelance business writer and publishing executive whose articles have been published by Oxford University Press, John Wiley & Sons, and Harvard Business School Press. He has negotiated over one hundred contracts with individuals, businesses, and non-business institutions. He is the author of The Manager’s Toolkit and The Entrepreneur’s Toolkit.

James G. Patterson (Tuscon, AZ) is a training consultant who has taught leadership and communication skills for the U.S. Army Military Intelligence School.

Contenuti:

CONTENTS

Preface vii

Chapter 1 Win-Lose or Win-Win 1

Chapter 2 Three Indispensable Concepts 8

Chapter 3 Communication Styles 15

Chapter 4 Listening as a Primary Negotiating Skill 24

Chapter 5 Managing Conflict 34

Chapter 6 The Importance of Assertiveness 46

Chapter 7 Prepare to Negotiate 57

Chapter 8 Doing the Deal 66

Chapter 9 Common Pitfalls 81

Selected Readings 93

Index 95

Su questa edizione

• Editore: AMACOM
• Data di pubblicazione: 2008
• ISBN 10: 0814400477
• ISBN 13: 9780814400470
• Rilegatura: Copertina flessibile
• Numero edizione: 2
• Numero di pagine: 98