Negotiating and Influencing Skills: The Art of Creating and Claiming Value / Edition 1

by Brad McRae

Overview

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.

Product Details

ISBN-13:	9780761911852
Publisher:	SAGE Publications
Publication date:	10/15/1997
Edition description:	New Edition
Pages:	208
Product dimensions:	6.00(w) x 9.00(h) x 0.48(d)

Table of Contents

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