Negotiation: A How to Guide


By: Nadha Alexander, Jill Howieson
ISBN13: 9789350359174
Published: December 2014
Country of Publication: Australia
Format: Paperback, Indian Reprint 

Category: Product ID: 9796


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.

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.


There are no reviews yet.

Be the first to review “Negotiation: A How to Guide”

Your email address will not be published. Required fields are marked *