A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus.
What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided? What are the Underlying Principles and Stages Which Govern the Negotiation Process? How Should We Manage Interpersonal Negotiations and What Are the Strategies and Tactics Used by Effective Negotiating Teams? What are the Different Approaches to Multi-Party Negotiations and Which Approach is Most Effective for Negotiating Across Cultures?
The Essence of Management Series is an invaluable reference source for managers on short courses; for MBA and undergraduate students who want to get quickly to the heart of the subject; and as reference material for managers and aspiring managers wishing to improve their knowledge and skills.
- ISBN10 0745016162
- ISBN13 9780745016160
- Publish Date 1 February 1995 (first published July 1990)
- Publish Status Unknown
- Out of Print 30 May 2021
- Publish Country GB
- Publisher Longman
- Imprint Longman Higher Education
- Edition 2nd edition
- Format Paperback
- Pages 353
- Language English