Negotiating Skills for Managers

Steven Cohen0071387579

Now translated into nine languages! This reader-friendly, icon-rich series is must reading for all managers at every level.
All managers, whether brand new to their positions or well established in the corporate hierarchy, can use a little “brushing up” now and then. The skills-based Briefcase Books series is filled with ideas and strategies to help managers become more capable, efficient, effective, and valuable to their corporations.
Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today’s most valuable talents. Negotiating Skills for Managers explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one’s existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.

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Table of contents :
Copyright……Page 6
Contents……Page 8
Plan of the Book……Page 14
Special Features……Page 15
Acknowledgments……Page 16
About the Author……Page 18
1: Competitive Versus Collaborative Decision Making……Page 22
What Is Negotiation?……Page 23
What Negotiation Is Not……Page 25
Types of Negotiation……Page 26
Hazards of Adopting a Position……Page 27
Understanding Our Own Interests……Page 28
What Difference Does It Make to Distinguish Between Interests and Positions?……Page 29
How Do You Deal with Positional Bargainers?……Page 31
Is Money Really the Interest?……Page 33
Primary (Fundamental)and Secondary (Derivative) Interests……Page 34
Looking Beyond Our Personal Interests……Page 36
Compromise:Where Does It Fit?……Page 38
When Interests Conflict……Page 40
Manager ’s Checklist for Chapter 1……Page 41
getpedia.com……Page 0
How everything works – GetPedia……Page 1