Looking for a raise, setting staff performance goals, finalizing a business contract - every day each of us draws upon our negotiation skills. In this book, Juliet Nierenberg, a director of New York's Negotiation Institute, and attorney Irene S. Ross, who's led countless negotiation seminars, uncover the secrets for optimal negotiation, whether it's face to face or long distance. Designed to put theory to practical use, it offers an assortment of Work Solutions, exercises designed to inspire success. Readers discover how to
- Prepare effectively
- Break an impasse
- Practice mirroring and empathy
- Create alternative solutions
They discover how to negotiate for success.
About the Author
Juliet Nierenberg is a director of the Negotiation Institute, a non-profit research and educational facility based in New York City. Her articles have appeared in the Wall Street Journal and Crain's Business Weekly.
Irene S. Ross for many years an administrative law judge with the New York State Department of Labor, is an associate of the Negotiation Institute. She lives in New York.