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

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SAGE, 1998 - Business & Economics - 195 pages
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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 a

 

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Contents

Creating and Claiming Value
13
Assessing Your Current Negotiating Style
27
Principles and Techniques for Creating
40
Dealing With Difficult People
80
Developing HigherOrder Skills
112
The Power of Commitment
133
Conclusion
147
Annotated Bibliography
153
References
187
About the Author
195
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About the author (1998)

McRae has lectured across the United States, Canada, Mexico, and Africa, and gives more than 100 presentations a year. He is recognized as a Platinum Level Presenter with Meeting Professionals International--one of only 50 in North America.

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