Negotiating and Influencing Skills: The Art of Creating and Claiming Value
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Negotiating and Influencing Skills: The Art of Creating and Claiming Value

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ISBN-13:
9780761911845
Einband:
Buch
Erscheinungsdatum:
01.10.1997
Seiten:
208
Autor:
Brad McRae
Gewicht:
517 g
Format:
236x158x19 mm
Sprache:
Englisch
Beschreibung:
Introduction
Creating and Claiming Value
Assessing Your Current Negotiating Style
Principles and Techniques to Create and Claim Value
Dealing with Difficult People and Difficult Situations
Developing Higher-Order Skills
The Power of Commitment
Conclusion
Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach.