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Practical Negotiating - Tools, Tactics & Techniques
Practical Negotiating teaches the art of nego-tiation forbusiness and for life. Over the course of twenty years of teachingand consulting on negotiation, executive trainer Tom Gosselin hasdeveloped a proven system for teaching the vital skills and tacticsof successful negotiation. Using a step-based framework, he showsyou how to prepare the groundwork, master various negotiationtactics, and work towards fair resolutions that satisfy allparties.
Negotiation doesn't begin at the table. It starts withpreparation. Gosselin prepares you for success by showing you howto identify your underlying needs and those of your opponent, howto develop objectives and establish a position, how to usecurrencies and concessions, and how to assess your power positionin negotiation situations.
The second part of this practical guide covers the executionstage of negotiations, presenting a stage- and task-based modelthat keeps you squarely on track. You'll learn how to identify yourstyle, become more flexible, develop a variety of skills, selectand implement the right tactic for a win-win outcome, and respondcoolly and intelligently to adversarial situations and difficultpeople.
The art of negotiation isn't a game. It's a serious process witha beginning, middle, and end. Use the right model and master theright skills, and you'll excel at this vital practice that can getyou anywhere in life. Practical Negotiating shows how you can planand execute negotiations that reach better, more fulfillingconclusions for all parties involved — especially you.
Publisher: Wiley; 1 edition (May 25, 2007)
Language: English
ISBN-10: 9780470134856
ISBN-13: 978-0470134856
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