This guide provides both a gameplan and a method for negotiating, using real-life examples, skill-testers and easy-to-remember strategies and techniques. The authors present four core skills, and explain how readers can: identify negotiating weaknesses and overcome them; structure a negotiation using a four-step process - relate, explore, propose, agree; prepare for and conduct the negotiation; recognize and employ common tricks of the trade; know when to mediate and when to walk away; and apply negotiating rules to specific contexts such as buying and selling, job-hunting and mediating disputes.
- ISBN10 0814451616
- ISBN13 9780814451618
- Publish Date 26 June 1994
- Publish Status Out of Print
- Out of Print 14 June 2021
- Publish Country US
- Publisher HarperCollins Focus
- Imprint Amacom
- Format Hardcover
- Pages 192
- Language English