Description
Negotiation is the principal day-to-day activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioral styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner.
- Contents:
- 1. Negotiation: definitions, terms, and approaches
- 2. Positional negotiation
- 3. Interest-based negotiation
- 4. A constructive negotiation process
- 5. Preparing for negotiation
- 6. Negotiation: larger-than-life communication
- 7. Interpersonal skills
- 8. Emotion, culture, sex, and your brain
- 9. Tough skills for tough negotiations
- 10. Multiparty and team negotiations
- 11. Ten principles for constructive negotiators.
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