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

Negotiating and Influencing Skills

The Art of Creating and Claiming Value

Paperback

Published: 1st November 1997
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Published: 15th October 1997
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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

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
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780761911852
ISBN-10: 0761911855
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 208
Published: 1st November 1997
Country of Publication: US
Dimensions (cm): 22.81 x 15.32  x 1.52
Weight (kg): 0.32