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Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation / Edition 1

Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation / Edition 1

by Roger J. Volkema
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"A practical and interactive guide to mastering the arts of bargaining and negotiation.

The word "negotiation" is rooted in the Latin negotium, meaning "not leisure" (as in that which is not leisure is business). In Old French, negociacion meant "dealing with people." Both definitions, though archaic, are right on the mark because the fact is that all dealings between people—whether social or business—constitute negotiation.

The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn:

• the golden rule of negotiation

• three fundamental questions of negotiation

• when not to negotiate

• eight behaviors of star negotiators and much more.

Written in a lively, entertaining style, this book will help anyone—even unnatural negotiators—triumph at the bargaining table."

Product Details

ISBN-13: 2900814480082
Publisher: AMACOM
Publication date: 09/14/1999
Edition description: New Edition
Pages: 208
Product dimensions: 6.00(w) x 1.25(h) x 9.00(d)

About the Author

ROGER J. VOLKEMA (Washington, DC) is a professor of management at American University and a private consultant to business and government. He regularly conducts courses, seminars, and workshops on negotiation, mediation, and conflict management.

Table of Contents

1. What is Negotiation?
2. What is Negotiable?
3. Choosing Not to Negotiate
4. The Golden Rule of Negotiation
5. Three Fundamental Questions of Negotiation
6. The Art of Discovery
7. Behaviors of Successful Negotiators
8. Measuring Your Progress (the Valero Wine-Continental Glass negotiation)
9. Negotiation Styles
10. Risky Business
11. Eight Common Tactics and Their Countermeasures
12. More Tactics and Countermeasures
13. Measuring Your Skill with Countermeasures (a salary negotiation)
14. Dealing with Tough Negotiators
15. Written Agreements
16. Cross-Cultural Negotiations
17. Negotiation and Ethics
18. Measuring Your Progress Again (the Logan Telecommunications-RJW Properties, Inc. negotiation)
19. Negotiating for the Unnatural Negotiator
20. Personal Action Plan
21. Final Comments.

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