Home > Store

Essence of Negotiation

Register your product to gain access to bonus material or receive a coupon.

Essence of Negotiation

Book

  • Sorry, this book is no longer in print.
Not for Sale

Description

  • Copyright 1995
  • Dimensions: 6 x 9
  • Pages: 184
  • Edition: 1st
  • Book
  • ISBN-10: 0-13-349895-6
  • ISBN-13: 978-0-13-349895-0

A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus.
What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided? What are the Underlying Principles and Stages Which Govern the Negotiation Process? How Should We Manage Interpersonal Negotiations and What Are the Strategies and Tactics Used by Effective Negotiating Teams? What are the Different Approaches to Multi-Party Negotiations and Which Approach is Most Effective for Negotiating Across Cultures?
The Essence of Management Series is an invaluable reference source for managers on short courses; for MBA and undergraduate students who want to get quickly to the heart of the subject; and as reference material for managers and aspiring managers wishing to improve their knowledge and skills.

Sample Content

Table of Contents

  1. Key Principles and Mistakes.
  2. Managing the Negotiation Process.
  3. Negotiating within Groups.
  4. Negotiating Between Groups.
  5. Negotiating Among Cultures.
  6. Toolbox.
  7. Bibliography.

Updates

Submit Errata

More Information

Unlimited one-month access with your purchase
Free Safari Membership