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Negotiation Basics - Concepts, Skills, and Exercises (Paperback)
Loot Price: R2,337
Discovery Miles 23 370
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Negotiation Basics - Concepts, Skills, and Exercises (Paperback)
Expected to ship within 12 - 17 working days
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It is a very practical book aiming to describe various ways of
negotiating. . . . The author's use of a conversational style makes
for easy reading. . . . A useful and light book which serves as an
introduction to the area. --Counselling at Work "Although the
book's format makes it of particular interest to teachers thinking
about a possible text to assign for a semester-length general
course in negotiation, the average reader may also enjoy this blend
of theoretical and practical perspectives." --Negotiation Journal
How does negotiation work? What are the options and procedures for
a thorough negotiation? What problems and deficiencies does one
encounter in negotiation? How can skill-building be integrated for
a successful negotiation? To answer these and other questions,
Negotiation Basics presents both theoretical and practical
perspectives that enable readers to develop the skills necessary
for individual and group negotiating situations. Utilizing a unique
theory-into-practice technique, each chapter introduces and
discusses an essential negotiating concept--concepts that connect
to a related skill, and integrates exercises throughout the
chapters. Thus, each chapter provides readers with the opportunity
to practice the newly acquired skills. Topics examined include
steps necessary for goal building, role of information in
negotiations, hidden and incidental "costs," popular strategies,
role of the agent, and reasons why negotiations fail. This unique
and illuminating volume is a welcome addition for business and
management courses, service organizations, labor studies programs,
education and communication departments, and conflict resolution
programs.
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