The Negotiation Handbook

by Patrick J. Cleary Narrated by Roman Howell

Overview

Whether you're involved in a labor-management dispute or a landlord-tenant disagreement, considering a major purchase or overseeing a large commercial transaction, there are elements that are common to all negotiations. This book walks the listener through the world of negotiating in an easy-to-follow, step-by-step fashion, covering the macro and micro-process of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator. Written by a senior business policy analyst and former labor mediator for the U.S. government, the book focuses on labor-management negotiations; however, the concepts, skills, and insight it offers go well beyond labor-management disputes. The book is as useful for a first-time homebuyer or a business student as it is for a veteran union arbitrator or a busy executive.

Editorial Reviews

Library Journal

"The negotiation process is about power, ego, leverage, saving face and being right," says former U.S. government labor mediator Cleary, and throughout, gifted negotiators keep their eyes on the prize: a deal. Cleary admonishes negotiators to prepare by learning the facts, sticking to principles, and setting priorities. The author illustrates his points with personal examples, and his anecdotes make the book an easy read. Filled with useful, commonsense tips, this well-organized book includes chapters on dynamics, preparation, and general rules as well as the basics of conflict resolution. Finally, while the book is written for negotiators, one chapter specifically addresses mediators. Reminding readers that negotiation is about process, he explains that "the best negotiators have the patience of Job," and while his experience clearly lies in the labor/management sector, he offers one tip for anyone negotiating airfare, a night in a hotel, or the price of inline skates: always ask the question, "Can you do any better?" Recommended for public and business libraries. Julie Denny, Resolutions, New York Copyright 2001 Cahners Business Information.

Booknews

An experienced negotiator in labor relations, Cleary sets out the principles of negotiation that are common as well to landlord- tenant disagreements, major purchases, large commercial transactions, and other situations. He covers the dynamics, preparing, the basics of conflict resolution, the negotiation, rules, and lessons and observations about mediators. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Product Details

BN ID:	2940178694787
Publisher:	Tantor Audio
Publication date:	03/15/2022
Edition description:	Unabridged

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