Description
Negotiation skills are at the heart of successful business performance. Yet, if you're like many other business and professional people, you simply don't have the luxury of sitting for countless hours in lecture classes in order to learn and master these invaluable skills.
This book is the practical solution you've been looking for. The McGraw-Hill 36-Hour Negotiating Course teaches you how to develop and refine your negotiating abilities in any business situation or environment. From setting concrete goals to planning systematically, from developing effective strategies to implementing appropriate tactics, you'll learn all the essentials that go into becoming an expert negotiator. There is even a unique section covering in full the myriad legal considerations involved, packed with important information that can't be found in other books on negotiating. Best of all, the entire course takes just 36 hours of self-paced study to complete.
Comprehensive and easy to use, The McGraw-Hill 36-Hour Negotiating Course:
Shows you how to focus your negotiating objectives by outlining the 6 categories of negotiating goals.
Details the 9 primary negotiating strategies, reveals how and when to use each one, and teaches you how to recognize and respond when they are being used against you.
■ Describes 40 separate negotiating tactics, illustrates how to use them, and suggests a broad variety of countermeasures available to you.
■ Provides a series of 14 structured steps to ensure that your negotiations are properly planned.
■ Demonstrates an array of techniques you can use to elicit information and communicate persuasively.
■ Contains scores of Case Examples, Negotiating Scenarios, and Model Statements to illustrate various points and concepts.
The book builds your knowledge in easy-to-accomplish, graduated steps. Key concepts and points are highlighted for easy reference, and reading assignments and a wide variety of other aids help to guide you through the course and reinforce your understanding. And each chapter concludes with a comprehension checkup to test your learning. Upon completion of the course there is a final exam you might wish to try your hand at. Send in your answers and if you get 70. percent or more correct, you will receive a Certificate of Achievement. Frame it, put it on your wall, and let your co-workers know that they are dealing with an accomplished negotiator.
No matter what your business may be whether you've had previous experience negotiating or you're brand new to it ... if your career involves formal negotiations on a grand scale, or just the subtle day-to-day negotiations that are as common to office life as paper clips, The McGraw-Hill 36-Hour Negotiating Course provides the fast, easy, effective training you need to gain that crucial competitive advantage.
ISBN:9780070555181
