Negotiating and influencing skills : the art of creating and claiming value /

"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and applicati...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: McRae, Bradley C. (Bradley Collins), 1945-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Thousand Oaks, Calif. : Sage Publications, ©1998.
Temas:
Negotiation.
Influence (Psychology)
Negotiating
Négociations.
Influence (Psychologie)
negotiating.
negotiation.
PSYCHOLOGY > Applied Psychology.
SELF-HELP > Personal Growth > General.
SELF-HELP > Personal Growth > Happiness.
SELF-HELP > Personal Growth > Success.
Negotiation
Onderhandelen.
Overreding.
Beïnvloeding.
Négociations > Problèmes et exercices.
Influence.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Introduction
  • Creating and claiming value
  • Assessing your current negotiating style
  • Principles and techniques for creating and claiming value
  • Dealing with difficult people and difficult situations
  • Developing higher-order skills
  • The power of commitment
  • Conclusion
  • Appendix A: Annotated bibliography
  • Appendix B: Exercises and forms.

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