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9780071387576

Negotiating Skills for Managers

Negotiating Skills for Managers
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  • ISBN-13: 9780071387576
  • ISBN: 0071387579
  • Publication Date: 2002
  • Publisher: McGraw-Hill

AUTHOR

Cohen, Steven

SUMMARY

Negotiating Techniques for Achieving Buy-In from All Sides­­While Ensuring Your Primary Goals are AccomplishedThe skill to negotiate effectively is essential in today's give-and-take management environment. Negotiating Skills for Managers provides the tools you need to understand and prepare for each negotiation, along with proven methods to subtly and skillfully guide it to a successful conclusion. Turn to this latest addition to McGraw-Hill's skills-based Briefcase Books series for hands-on techniques you can utilize to:Discover each party's hot button issues, and ensure they are addressed and satisfiedOvercome cultural barriers to develop understanding and agreement between partiesUse The Interest Map©­­A crucial tool for preparing an airtight pre-negotiation strategyEffective negotiation shouldn't be a hard-fought battleground, with one side bent on destroying the other. Let Negotiating Skills for Managers show you how to negotiate with tact and skill, accomplishing your own personal and organizational objectives while creating non-adversarial agreements that will stand the test of time and the destructive pressures of the marketplace.Briefcase Books, written specifically for today's busy manager, feature eye-catching icons, checklists, and sidebars to guide managers step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:Clear definitions of important terms, concepts, and jargonTips and tactics for conducting successful negotiationsInsider tips for implementing this book's practicesPractical advice for minimizing negotiation mistakesWarning signs for where things could­­and often do­­go wrongStories of negotiations that have gone well­­or not so wellProcedures, techniques, and tactics you can use in your next negotiationCohen, Steven is the author of 'Negotiating Skills for Managers', published 2002 under ISBN 9780071387576 and ISBN 0071387579.

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