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The Negotiation Sourcebook, 2nd Edition
Price: | | 1 9 | $49.95 | 10 24 | $47.45 | 25 49 | $44.96 | 50 + | $42.46 |
The Negotiation Sourcebook, 2nd Edition
Authors: Ira G. Asherman , Sandra Vance Asherman
This sourcebook has a wealth of information and articles on successful negotiating strategies in a wide range of applications. Important tips include how negotiate with someone who is not adopting a collaborative/problem solving style.
The Negotiation Sourcebook, Second Edition focuses on the
needs of active negotiators-those people asked daily to negotiate with vendors,
government officials, and others. The articles cover a cross section of these
negotiations and will help to fill in the gaps for those situations that your
negotiators may have only limited experience in addressing. There are also a
number of articles that provide a theoretical framework for the process, since
more than technique is needed to be an effective negotiator. Because we do not
negotiate in a vacuum but within the context of a relationship, each of these
articles leans towards the problem-solving or collaborative approach.
Unfortunately, not everyone readily accepts this model.
Accordingly, there are several articles on how to deal with these individuals,
as well.
Includes:
- Reproducible
Training Aids
- Planning
workbook
- Case
studies
- Worksheets
- Listing
of additional resources
Selected Contents
Section I
- Approaches to Negotiation
- Conflict Resolution
- Power
Section II
- Trust and Negotiation
- The Influence Process
Section III
- Negotiator Skills
- Planning and Preparation
- Negotiation Failure
Section IV
- Negotiating in America
- International Negotiations
Section V
Section VI
- Dealing with Difficult People
- Dealing with Stakeholders
Section VII
Section VIII
- Career Negotiations
- Personal Negotiation
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