Negotiating and influencing skills : the art of creating and claiming value / Brad McRae.

Includes bibliographical references (pages 187-189) and index.

Introduction -- Creating and claiming value -- Assessing your current negotiating style -- Principles and techniques for creating and claiming value -- Dealing with difficult people and difficult situations -- Developing higher-order skills -- The power of commitment -- Conclusion -- Appendix A: Annotated bibliography -- Appendix B: Exercises and forms.

"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book." "Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law."--Jacket

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