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Negotiating Skills for Managers by Steven…

Negotiating Skills for Managers

by Steven Cohen

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1. Competitive Versus Collaborative Decision Making
2. BATNA - Choosing Whether to Walk Away
3. Are We Ready? Inoculation Protects the Parties
4. Preparation Part One: Stakeholders, Constituents, and Interests
5. Preparation Part Two: Developing a Strategy Using Interest Mapping
6. Communication: Key to Effective Negotiating
7. Emotions: Dealing with Ourselves and Others
8. Dealing with Annoyance and Leveling the Playing Field
9. Globalism Starts at Home: Cross-Cultural Issues
10. Creativity and Bargaining Chips
11. The Negotiation Process
12. The Seven Pillars of Negotiational Wisdom
  GS1au | May 8, 2013 |
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Amazon.com Product Description (ISBN 0071387579, Paperback)

Now translated into nine languages! This reader-friendly, icon-rich series is must reading for all managers at every level.

All managers, whether brand new to their positions or well established in the corporate hierarchy, can use a little "brushing up" now and then. The skills-based Briefcase Books series is filled with ideas and strategies to help managers become more capable, efficient, effective, and valuable to their corporations.

Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today's most valuable talents. Negotiating Skills for Managers explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.

(retrieved from Amazon Thu, 12 Mar 2015 18:10:09 -0400)

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