How to Become a Better Negotiator by Richard A LUECKE, James G. PATTERSON | | Paperback | Barnes & Noble
How to Become a Better Negotiator / Edition 2

How to Become a Better Negotiator / Edition 2

by Richard A. Luecke, James G. Patterson
     
 

ISBN-10: 0814400477

ISBN-13: 9780814400470

Pub. Date: 03/12/2008

Publisher: AMACOM Books

Whether it’s at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to

Overview

Whether it’s at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to master the art of negotiation. Updated with completely new tactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.

Packed with fill-in-the-blank sections, tips, quizzes, and chapter reviews, the book covers important topics such as listening, assertiveness, and how to deal with hostile opponents. In addition, the book now features new chapters on:

preparation, including identifying issues and interests, and determining alternatives to a deal and reserve price • the five basic steps of negotiation and “doing the deal” • and typical negotiating pitfalls and how to avoid them.

Product Details

ISBN-13:
9780814400470
Publisher:
AMACOM Books
Publication date:
03/12/2008
Edition description:
Second Edition
Pages:
112
Product dimensions:
6.03(w) x 8.94(h) x 0.29(d)
Age Range:
17 Years

Related Subjects

Table of Contents

CONTENTS

Preface vii

Chapter 1 Win-Lose or Win-Win 1

Chapter 2 Three Indispensable Concepts 8

Chapter 3 Communication Styles 15

Chapter 4 Listening as a Primary Negotiating Skill 24

Chapter 5 Managing Conflict 34

Chapter 6 The Importance of Assertiveness 46

Chapter 7 Prepare to Negotiate 57

Chapter 8 Doing the Deal 66

Chapter 9 Common Pitfalls 81

Selected Readings 93

Index 95

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