Negotiation : a how to guide.
By: Alexander, Nadja and Howieson, jill.
Material type:
BookPublisher: Australia : Lexis Nexis Butterworths, 2015Description: xxvi, 288 p. : 24 cm.ISBN: 9780409339901.Subject(s): NegotiationDDC classification: 347.94 ALE 2015 Summary: Negotiation is the principle day-to-day activity of most professionals. Negotiation is a set of strategies, behavioural styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner
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CSHL Library | 347.94 ALE 2015 (Browse shelf) | Available |
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List of Activities
List of Figures
List of Tables
Publishers's notes
Forewords
Preface
Tables of Cases
Glossary
Chapter I : Negotiation: Definitions, terms and approaches
Chapter 2: Positional negotiation
Chapter 3: Interest - based negotiation
Chapter 4: A Constructive negotiation process.
Chapter 5: Preparing for negotiation.
Chapter 6: Negotiation: larger - than -life communication
Chapter 7: Interpersonal skills
Chapter 8: Emotional, culture, sex and your brain
Chapter 9: Tough skills for tough negotiations
Chapter 10: Multiparty and teams' negotiations
Chapter 11: Ten principles for constructive negotiators
Negotiation is the principle day-to-day activity of most professionals. Negotiation is a set of strategies, behavioural styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner
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