Negotiating and influencing skills : the art of creating and claiming value /
McRae, Bradley C. 1945-
Negotiating and influencing skills : the art of creating and claiming value / Brad McRae. - Thousand Oaks, Calif. : Sage Publications, ©1998. - 1 online resource (xii, 195 pages) : illustrations
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.
Use copy Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time;
"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
Electronic reproduction.
[Place of publication not identified] :
HathiTrust Digital Library,
2010.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.
English.
9781452263595 (electronic bk.) 1452263590 (electronic bk.) 9781452233390 (ebook) 145223339X (ebook) 1322421161 9781322421162
9781452263595 Ingram Content Group
GBB6G1972 bnb
017423021 Uk
Negotiation.
Influence (Psychology)
Negotiating
Négociations.
Influence (Psychologie)
negotiating.
negotiation.
PSYCHOLOGY--Applied Psychology.
SELF-HELP--Personal Growth--General.
SELF-HELP--Personal Growth--Happiness.
SELF-HELP--Personal Growth--Success.
Influence (Psychology)
Negotiation.
Onderhandelen.
Overreding.
Beïnvloeding.
Négociations--Problèmes et exercices.
Influence.
Electronic books.
BF637.N4 / M39 1998eb
158/.5
Negotiating and influencing skills : the art of creating and claiming value / Brad McRae. - Thousand Oaks, Calif. : Sage Publications, ©1998. - 1 online resource (xii, 195 pages) : illustrations
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.
Use copy Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time;
"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
Electronic reproduction.
[Place of publication not identified] :
HathiTrust Digital Library,
2010.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.
English.
9781452263595 (electronic bk.) 1452263590 (electronic bk.) 9781452233390 (ebook) 145223339X (ebook) 1322421161 9781322421162
9781452263595 Ingram Content Group
GBB6G1972 bnb
017423021 Uk
Negotiation.
Influence (Psychology)
Negotiating
Négociations.
Influence (Psychologie)
negotiating.
negotiation.
PSYCHOLOGY--Applied Psychology.
SELF-HELP--Personal Growth--General.
SELF-HELP--Personal Growth--Happiness.
SELF-HELP--Personal Growth--Success.
Influence (Psychology)
Negotiation.
Onderhandelen.
Overreding.
Beïnvloeding.
Négociations--Problèmes et exercices.
Influence.
Electronic books.
BF637.N4 / M39 1998eb
158/.5