How to Become a Better Negotiator
AMACOM Div American Mgmt Assn, Mar 12, 2008 - Business & Economics - 112 pages
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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Americans anger AREA OF AGREEMENT Asian assertive average bargaining BATNA become better behavior best alternative better listeners BETTER NEGOTIATOR boss buyer CHAPTER REVIEW COMMUNICATION STYLES compromise concessions condo contract cost Creators decision described Doers doesn’t dominant style dry cleaning effective example Figure FORCE FIELD ANALYSIS frame goals groupthink handle conflict Helen Here’s homework idea important improve intentionally left blank irrational escalation issues and interests keep Let’s MakeCo manager negotiat negotiations fail offer opponents outcome parties people-production scores percent person person’s position potential prefer problem problem-solving reflective listening reflective thinking process reserve price salami slice Samuel Adams beer sell seller side side’s skills solution someone step strategy tactics take the following temper tantrum things Thinkers tion understand vendor view conflict walk what’s widgets WidgetWorks win-lose negotiation win-lose situation withdrawal/avoidance you’ll