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

  • Brad McRae - McRae and Associates, Halifax, Nova Scotia


November 1997 | 208 pages | SAGE Publications, Inc
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.

Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies are used to illustrate the key learning points. An annotated bibliography and a glossary of terms are included.

 
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

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ISBN: 9780761911852
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