Practical Negotiating: Tools, Tactics & TechniquesISBN: 978-0-470-13485-6
Hardcover
240 pages
May 2007
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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What PRACTICAL NEGOTIATING: Tools, Tactics & Techniques
offers:
- Step-by-step framework for the phases and key tasks of negotiating - a “road map” to win/win solutions
- Practical “how to...” approach to planning the negotiation: Identifying needs: ours/theirs Currencies: things we/they have of value to meet those needs
- Understanding your Negotiating Style: Aggressive, Assertive, Open/ Receptive, Avoiding/Withdrawing or Giving in too easily
- Key Skills and Behaviors to stay in the “Win/Win” Zone - Being assertive without being aggressive, Remaining open and receptive without ‘giving in’
- Tactics guide including: Win/Win Tactics, Adversarial Tactics, a systematic way to counter adversarial tactics
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