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Managing Negotiations

Managing Negotiations

By: Gavin Kennedy, John Benson, John McMillan

Book Condition: Good
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RM19.90 RM16.92

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Description

In today's fluctuating business climate, negotiating skills are of paramount importance. Companies, nations and individuals work to tighter and tighter budgets, with the result that mistakes made during industrial, international and commercial negotiations have far more serious consequences. Pragmatic and down-to-earth, this book aims to develop and improve the negotiating skills of practicing managers. It It does not propose an academic theory of negotiating (as other books on negotiating do) but presents an easily understood framework for all types of negotiations. This framework provides the basis for effective negotiating in dealing with customers, suppliers, trade unions, other managers, house purchasers or sellers, insurance agents or even your children.

This thoroughly practical book uses the 8-step approach developed and tested by the authors (all three practicing and successful negotiators) in their highly esteemed negotiating skills training courses. The 8-step approach provides the framework for any negotiation and identifies simple, memorable techniques to help the manager bring the negotiation to a successful conclusion. Pitfalls and elementary errors are pointed out-the pitfalls and errors that time and again result in poor deals... or no deals. Each step and technique is supported by examples from a wide range of negotiations in industry and commerce-tested and validated across the negotiating table. Each chapter has its own negotiator's checklist for reference when preparing paring or debriefing, and has memory joggers for easy assimilation of tactics.

When you have read this book you will be able to examine the negotiations going on all around you in the light of your newly developed skills and 'expert's' knowledge. Most important of all, you will consciously improve and refine your own negotiating skills, which - together with experience - will make you a first-class negotiator.
ISBN:0220663270

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Weight 421 g
Dimensions 222 × 143 × 21 mm
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ISBN 0220663270

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