How to Become a Better Negotiator

2. Auflage 2008
ISBN: 978-0-8144-0047-0
Verlag: McGraw-Hill Education

Buch, Englisch, 112 Seiten, Format (B × H): 60 mm x 90 mm

Whether it’s at home or at work, so much of our livesinvolves negotiating to get what we want. Fromnegotiating a higher salary, to lowering costs fromsuppliers, to hammering out a new contract with amajor customer, or even deciding where to go onvacation, the only way to consistently arrive atsuccessful conclusions is to master the art ofnegotiation. Updated with completely new tactics andstrategies, How to Become a Better Negotiator lets readersin on the same high-level skills that experiencednegotiators use.Packed with fill-in-the-blank sections, tips, quizzes, andchapter reviews, the book covers important topics suchas listening, assertiveness, and how to deal with hostileopponents.

Autoren/Hrsg.

Luecke, Richard A.

Patterson, James

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Office Management, Büroorganisation

Inhaltsverzeichnis

CONTENTS Preface vii Chapter 1 Win-Lose or Win-Win 1 Chapter 2 Three Indispensable Concepts 8 Chapter 3 Communication Styles 15 Chapter 4 Listening as a Primary Negotiating Skill 24 Chapter 5 Managing Conflict 34 Chapter 6 The Importance of Assertiveness 46 Chapter 7 Prepare to Negotiate 57 Chapter 8 Doing the Deal 66 Chapter 9 Common Pitfalls 81 Selected Readings 93 Index 95

Über Autor(innen)

Richard A. Luecke (Salem, MA) is a freelance business writer and publishing executive whose articles have been published by Oxford University Press, John Wiley & Sons, and Harvard Business School Press. He has negotiated over one hundred contracts with individuals, businesses, and non-business institutions. He is the author of The Manager’s Toolkit and The Entrepreneur’s Toolkit. James G. Patterson (Tuscon, AZ) is a training consultant who has taught leadership and communication skills for the U.S. Army Military Intelligence School.