| Description |
1 online resource (xii, 228 pages) : illustrations |
| Bibliography |
Includes bibliographical references (pages 223-224) and index. |
| Contents |
Practical Negotiating; Contents; Acknowledgments; Chapter 1: The Need for Negotiation; Chapter 2: Wants and Needs; Chapter 3: Setting Objectives and Determining Positions; Chapter 4: Currencies and Concessions; Chapter 5: Power in Negotiation; Chapter 6: Negotiation Model: Stages with Critical Tasks; Chapter 7: Negotiation Styles and Key Skills; Chapter 8: Win-Win Tactics; Chapter 9: Adversarial Tactics and Countertactics; Chapter 10: Tactical Orientation; Chapter 11: Special Negotiation Situations; Chapter 12: Putting It All Together; Appendix A: Negotiation Style Survey. |
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Appendix B: Practical Negotiating: Planning GuideNotes; Bibliography; Index. |
| Summary |
Praise for Practical Negotiating: Tools, Tactics & Techniques"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."--Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work"There is something in this book for the most experien |
| Subject |
Negotiation in business.
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Negotiation.
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Négociations (Affaires) |
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Négociations. |
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negotiation. |
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negotiating. |
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Negotiation |
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Negotiation in business |
| Other Form: |
Print version: Gosselin, Tom, 1948- Practical negotiating. Hoboken, N.J. : John Wiley & Sons, ©2007 9780470134856 0470134852 (DLC) 2007000457 (OCoLC)77716755 |
| ISBN |
9780470167090 (electronic bk.) |
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0470167092 (electronic bk.) |
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9786610916542 |
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6610916543 |
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(cloth) |
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(cloth) |
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