Negotiating and Influencing Skills: The Art of Creating and Claiming Value

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.

Product Details

ISBN-13:	9780761911845
Publisher:	SAGE Publications
Publication date:	10/15/1997
Pages:	208
Product dimensions:	6.00(w) x 9.00(h) x (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

Editorial Reviews

Provides tools for negotiation of all types, based on a theoretical approach to cooperative negotiating skills involving a two-step process of skills development through interactive exercises and application of skills in personal and professional life. Examines eight critical skills for negotiating with difficult people and situations, with many worksheets and space for answers. Of particular interest to those in management, marketing, organizational communication, psychology, and social work. Annotation c. by Book News, Inc., Portland, Or.

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