DK Essential Managers: Negotiating

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Penguin, Jun 15, 2009 - Business & Economics - 72 pages
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A practical guide to negotiating which will give you the information and skills to succeed

Find out how to improve your negotiating skills by defining your style, preparing properly and designing your meeting structure. You'll learn to build relationships, develop trust and negotiate fairly.

Tips, dos and don'ts and 'In Focus' features on what to do in a particular situation, plus real-life case studies demonstrate how to manage an impasse, persuade others and close the deal. Dip in and out of topics for quick reference.

 

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Contents

3 Contents
3
4 Introduction
4
6 Becoming a negotiator
6
8 Understanding negotiation dilemmas
8
10 Being prepared
10
14 Designing the structure
14
18 Defining negotiation styles
18
20 Defining interestbased negotiation
20
38 Being persuasive
38
40 Managing impasses
40
42 Avoiding decision traps
42
44 Managing emotions
44
46 Dealing with competitive tactics
46
48 Closing the deal
48
50 Negotiating as a team
50
52 Dealing with many parties
52

22 Negotiating from the whole brain
22
24 Creating winwin deals
24
26 Building relationships
26
28 Developing mutual trust
28
30 Negotiating fairly
30
32 Negotiating with power
32
34 Making offers and counteroffers
34
36 Making concessions
36
56 Negotiating internationally
56
60 Examining the role of gender
60
62 Using a coach
62
64 Being a mediator
64
68 Learning from the masters
68
70 Index
70
72 Acknowledgments
72
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