There's an Inner Negotiator in Everyone; The Practical Negotiator Helps You Find It.
Everyone needs to reach agreement with others, but many people are overly fearful of what they think is a complex process. In The Practical Negotiator, Cohen demystifies negotiation, offering common-sense approaches anyone can use no matter what the issue.
The Practical Negotiator provides a broad range of real-life negotiating problems faced by people in dozens of countries from every continent (except Antarctica). Each question was submitted by a real person looking for advice. The book's down-to-earth approach will empower you to:
|Publisher:||Career Press, Incorporated|
|Product dimensions:||5.90(w) x 8.90(h) x 0.60(d)|
About the Author
Steven P. Cohen's careers in government and politics, in real estate development and management, and as a negotiation consultant for many of the largest businesses in the world have given him ample opportunity to hone both his own negotiating skills and those of his clients and students. In addition to his private sector consulting, he has been a professor at Groupe HEC (Paris) and Brandeis University's International Business School (Boston), as well as a visiting professor at other business schools in the United States and several European countries.
Table of Contents
Chapter 1 The Basics: Some Guidelines and Strategies 17
Chapter 2 All in the Family 37
Chapter 3 It's Not Personal; It's Business 69
Chapter 4 Friends, Neighbors, and Other Strangers 103
Chapter 5 Whose Money Is It Anyway? Spending Habits, Credit, and Debt 125
Chapter 6 Negotiating Purchases, Sales, and Services 135
Chapter 7 Negotiating Across a Divide: Culture, Gender, and Other Factors 155
Chapter 8 Legal Issues, Disputes, and Deadlocks 179
Chapter 9 The Worst of the Worst: Sticky Situations, Problem People, and Nasty Negotiators 199
About the Author 223