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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, 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...
| Cote: | Libro Electrónico |
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| Auteur principal: | |
| Format: | Électronique eBook |
| Langue: | Inglés |
| Publié: |
Thousand Oaks :
SAGE Publications,
1997.
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| Sujets: | |
| Accès en ligne: | Texto completo |
Table des matières:
- Cover; Contents; Preface; Acknowledgments; Chapter 1
- Introduction; Chapter 2
- Creating and Claiming Value; Chapter 3
- Assessing Your Current Negotiating Style; Chapter 4
- Principles and Techniques for Creating and Claiming Value; Chapter 5
- Dealing with Difficult People and Difficult Situations; Chapter 6
- Developing Higher-Order Skills; Chapter 7
- The Power of Commitment; Chapter 8
- Conclusion; Appendix A: Annotated Bibliography; Appendix B: Exercises and Forms; References; Index; About the Author.