Principles of Negotiation: Strategies, Tactics, Techniques to Reach Agreement

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McGraw-Hill Companies,Incorporated, Oct 2, 2007 - Business & Economics - 203 pages
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Settle Disputes and Negotiate Better Deals

Experienced mediators and educators present a simple, practical guide to negotiating better deals. Strategies and tactics developed through research in communication theory, game theory and psychology help you negotiate better business deals and improve communication with customers, suppliers and competitors. Concrete guidance on conflict resolution allows you to settle disputes before they escalate into costly lawsuits. Stories and examples pulled from situations you may face on a daily basis illustrate key points and demonstrate good and bad negotiation techniques.

Guasco and Robinson cover:

  • The essential steps in negotiation preparation
  • Diagnosing your strengths and weaknesses and developing a negotiation plan
  • A thorough analysis of competitive and cooperative negotiation, and tips on choosing the best course for a particular situation
  • Strategically managing behavior at the negotiation table to shift the outcome in your favor

These effective negotiation strategies ensure that you come out on top of any negotiation.

Sample Documents on CD-ROM!

  • Negative Behaviors and Tactics Problem-Solving Tool
  • Closing Checklist
  • Negotiation Preparation Checklist
  • Negotiation Strategy Assessment Tool

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About the author (2007)

Matthew P. Guasco is an attorney and professional mediator and arbitrator who has handled more than 700 disputes. He is an adjunct professor of negotiation and mediation at Pepperdine University School of Law.

Peter R. Robinson is the managing director of the Straus Institute for Dispute Resolution and associate professor at Pepperdine University School of Law. He has served on the boards of the California Dispute Resolution Council and the Southern California Mediation Association, which recognized him as “Peacemaker of the Year.”

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