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The Negotiation Sourcebook, 2nd Edition
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The Negotiation Sourcebook, 2nd Edition

NS2-F.jpg
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

  • Women an Negotiators

Section VI

  • Dealing with Difficult People
  • Dealing with Stakeholders

Section VII

  • Negotiating in Groups

Section VIII

  • Career Negotiations
  • Personal Negotiation

 

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