The Art of Negotiating: Psychological Strategies for Gaining Advantageous Bargains

Front Cover
Barnes & Noble Publishing, 1995 - Negotiation - 195 pages
3 Reviews
  

What people are saying - Write a review

User Review - Flag as inappropriate

This book will change the way you think about negotiation and communication. It provides many tips and tricks on how to approach negotiation and to achieve the outcome you want. Plenty of examples that use various strategies so you can really understand the different techniques. Very easy to read and understand. Highly recommended! 

Review: The Art of Negotiating

User Review  - Phillip - Goodreads

Moderately helpful in negotiating, but moderately boring. Read full review

Contents

ON NEGOTIATING
1
THE COOPERATIVE PROCESS
19
PEOPLE
31
PREPARING FOR NEGOTIATION
45
HIDDEN ASSUMPTIONS
61
WHAT MOTIVATES US?
73
THE NEED THEORY OF NEGOTIATION
79
HOW TO RECOGNIZE NEEDS
89
NEGOTIATING TECHNIQUES
107
LIFE ILLUSTRATIONS
129
SUCCESS
185
INDEX
187
Copyright

Common terms and phrases

Popular passages

Page iv - So let us begin anew, remembering on both sides that civility is not a sign of weakness, and sincerity is always subject to proof. Let us never negotiate out of fear, but let us never fear to negotiate.

References to this book

All Book Search results »

Bibliographic information