Smart negotiating : it's a done deal / John Patrick Dolan.

By:

Dolan, John Patrick, 1949- [author.]

Material type: Text

text

Media type:

unmediated

Carrier type:

volume

ISBN:

1599180030
9781599180038

Subject(s):

Negotiation

DDC classification:

302.3 22

LOC classification:

BF637.N4 D635 2006

Online resources:

Contributor biographical information

Contents:

Ch. 1. The Dolan strategy for effective negotiation -- Ch. 2. Preparing to implement your strategy -- Ch. 3. Negotiate on the same wavelength -- Ch. 4. Questions : the most powerful tool of an expert negotiator -- Ch. 5. Agree on the ground rules before you jump into the issues -- Ch. 6. Don't fight : search for solutions -- Ch. 7. Mastering basic negotiating tactics -- Ch. 8. How to make the other side play fair -- Ch. 9. Breaking impasses -- Ch. 10. Negotiate with strength - no matter what your position.

Summary: "Flexibility is the key to success This practical, easy-to-apply book reveals that one negotiation strategy--like that taught in most negotiation books--isn't enough. With Smart Negotiating, you'll learn how to come out on top of any negotiation--from corporate mergers to household chores--by modifying your tactics based on the personalities and motivations of the parties involved. Author John Dolan stresses the importance of preparation, a key element so often overlooked. This is crucial when situations call for fast thinking and real-time changes to get results. An exclusive six-step preparation checklist ensures that you'll be fully aware of everything that can affect the negotiation--providing a huge advantage over the opposition. He also offers six novel ways to break an impasse, no-nonsense strategies for dealing with emotions, and ways to secretly read opponents."--Publisher description.

Tags from this library: No tags from this library for this title. Log in to add tags.

Holdings
Item type	Current library	Call number	Copy number	Status	Date due	Barcode
Book	City Campus City Campus Main Collection	302.3 DOL (Browse shelf(Opens below))	1	Available		A404837B

Browsing City Campus shelves, Shelving location: City Campus Main Collection Close shelf browser (Hides shelf browser)

Previous								Next
Previous	302.3 COD CODE : collaborative ownership and the digital economy /	302.3 COD CODE : collaborative ownership and the digital economy /	302.3 CON Contemporary psychological research on social dilemmas /	302.3 DOL Smart negotiating : it's a done deal /	302.3 ENC Encyclopedia of social networks /	302.3 ENC Encyclopedia of social networks /	302.3 FIS Beyond reason : using emotions as you negotiate /	Next

Includes index.

"Flexibility is the key to success This practical, easy-to-apply book reveals that one negotiation strategy--like that taught in most negotiation books--isn't enough. With Smart Negotiating, you'll learn how to come out on top of any negotiation--from corporate mergers to household chores--by modifying your tactics based on the personalities and motivations of the parties involved. Author John Dolan stresses the importance of preparation, a key element so often overlooked. This is crucial when situations call for fast thinking and real-time changes to get results. An exclusive six-step preparation checklist ensures that you'll be fully aware of everything that can affect the negotiation--providing a huge advantage over the opposition. He also offers six novel ways to break an impasse, no-nonsense strategies for dealing with emotions, and ways to secretly read opponents."--Publisher description.

Machine converted from AACR2 source record.

There are no comments on this title.

to post a comment.