Negotiating skills for managers

Briefcase Books

Steven Cohen

200 pages, parution le 21/04/2002

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Résumé

The skill to negotiate effectively is essential in today's give-and-take management environment. Negotiating Skills for Managers provides the tools you need to understand and prepare for each negotiation, along with proven methods to subtly and skilfully guide it to a successful conclusion.

Turn to this latest addition to McGraw-Hill's skills-based Briefcase Books series for hands-on techniques you can utilize to :

Discover each party's hot button issues, and ensure they are addressed and satisfied
Overcome cultural barriers to develop understanding and agreement between parties
Use The Interest Map - A crucial tool for preparing an airtight pre-negotiation strategy

Effective negotiation shouldn't be a hard-fought battleground, with one side bent on destroying the other. Negotiating Skills for Managers will show you how to negotiate with tact and skill, accomplishing your own personal and organizational objectives while creating non-adversarial agreements that will stand the test of time and the destructive pressures of the marketplace.

Contents

Competitive Versus Collaborative Decision Making
BATNA - Choosing Whether to Walk Away
Are we ready? Inoculation Protect the Parties
Preparation Part One: Stakeholders, Constituents and Interests
Preparation Part Two: Developing a Strategy Using Interest Mapping
Communication: Key to Effective Negotiating
Emotions: Dealing With Ourselves and Other
Dealing with Annoyance and Leveling the Playing Field
Globalism Starts at Home: Cross-Cultural Issues
Creativity and Bargaining Chips
The Negotiation Process
The Seven Pillars of Negotiational Wisdom

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Steven Cohen
Parution	21/04/2002
Nb. de pages	200
Format	15 x 23
Couverture	Broché
Poids	334g
Intérieur	Noir et Blanc
EAN13	9780071387576
ISBN13	978-0-07-138757-6