| Description |
1 online resource (xii, 195 pages) : illustrations |
| Physical Medium |
polychrome |
| Description |
text file |
| Bibliography |
Includes bibliographical references (pages 187-189) and index. |
| Contents |
Introduction -- Creating and claiming value -- Assessing your current negotiating style -- Principles and techniques for creating and claiming value -- Dealing with difficult people and difficult situations -- Developing higher-order skills -- The power of commitment -- Conclusion -- Appendix A: Annotated bibliography -- Appendix B: Exercises and forms. |
| Summary |
"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book." "Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law."--Jacket. |
| Access |
Use copy Restrictions unspecified MiAaHDL |
| Reproduction |
Electronic reproduction. [S.l.] : HathiTrust Digital Library, 2010. MiAaHDL |
| System Details |
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. http://purl.oclc.org/DLF/benchrepro0212 MiAaHDL |
| Processing Action |
digitized 2010 HathiTrust Digital Library committed to preserve MiAaHDL |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Negotiation.
|
|
Negotiation. |
|
Influence (Psychology)
|
|
Influence (Psychology) |
| Genre/Form |
Electronic books.
|
| Other Form: |
Print version: McRae, Bradley C. (Bradley Collins), 1945- Negotiating and influencing skills. Thousand Oaks, Calif. : Sage Publications, ©1998 0761911847 (DLC) 97021051 (OCoLC)37024149 |
| ISBN |
9781452263595 (electronic book) |
|
1452263590 (electronic book) |
|
9781452233390 (ebook) |
|
145223339X (ebook) |
|
0761911847 |
|
9780761911845 |
|
0761911855 |
|
9780761911852 |
|
