How to Become a Better Negotiator

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AMACOM Div American Mgmt Assn, Mar 12, 2008 - Business & Economics - 112 pages
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Whether it's at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to master the art of negotiation. Updated with completely new tactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.Packed with fill-in-the-blank sections, tips, quizzes, and chapter reviews, the book covers important topics such as listening, assertiveness, and how to deal with hostile opponents. In addition, the book now features new chapters on:preparation, including identifying issues and interests, and determining alternatives to a deal and reserve price • the five basic steps of negotiation and “doing the deal” • and typical negotiating pitfalls and how to avoid them.
 

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Contents

Contents
v
Preface
vii
Chapter 1 WinLose or WinWin
1
Chapter 2 Three Indispensable Concepts
8
Chapter 3 Communication Styles
15
Chapter 4 Listening as a Primary Negotiating Skill
24
Chapter 5 Managing Conflict
34
Chapter 6 The Importance of Assertiveness
46
Chapter 7 Prepare to Negotiate
57
Chapter 8 Doing the Deal
66
Chapter 9 Common Pitfalls
81
Selected Readings
93
Index
95
Copyright

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About the author (2008)

Richard A. Luecke (Salem, MA) is a freelance business writer and publishing executive whose articles have been published by Oxford University Press, John Wiley & Sons, and Harvard Business School Press. He has negotiated over one hundred contracts with i

James G. Patterson (Tuscon, AZ) is a training consultant who has taught leadership and communication skills for the U.S. Army Military Intelligence School.

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