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Practical negotiating : tools, tactics, & techniques / Tom Gosselin.

By: Material type: TextTextPublisher: Hoboken, N.J. : John Wiley & Sons, [2007]Copyright date: ©2007Description: xii, 228 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0470134852
  • 9780470134856
Subject(s): DDC classification:
  • 658.4052 22
LOC classification:
  • HD58.6 .G665 2007
Online resources:
Contents:
1. The need for negotiation -- 2. Wants and needs -- 3. Setting objectives and determining positions -- 4. Currencies and concessions -- 5. Power in negotiation -- 6. Negotiation model : stages with critical tasks -- 7. Negotiating styles and key skills -- 8. Win-win tactics -- 9. Adversarial tactics and countertactics -- 10. Tactical orientation -- 11. Special negotiation situations -- 12. Putting it all together -- App. A. Negotiation style survey -- App. B. Practical negotiating : planning guide.
Review: "Practical Negotiating teaches the art of negotiation for business and for life. Over the course of twenty years of teaching and consulting on negotiation, executive trainer Tom Gosselin has developed a proven system for teaching the vital skills and tactics of successful negotiation. Using a step-based framework, he shows you how to prepare the groundwork, master various negotiation tactics, and work towards fair resolutions that satisfy all parties." "The second part of this practical guide covers the execution stage of negotiations, presenting a stage- and task-based model that keeps you squarely on track. You'll learn how to identify your style, become more flexible, develop a variety of skills, select and implement the right tactic for a win-win outcome, and respond coolly and intelligently to adversarial situations and difficult people."--BOOK JACKET.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 658.4052 GOS (Browse shelf(Opens below)) 1 Available A429614B

Includes bibliographical references (pages 223-224) and index.

1. The need for negotiation -- 2. Wants and needs -- 3. Setting objectives and determining positions -- 4. Currencies and concessions -- 5. Power in negotiation -- 6. Negotiation model : stages with critical tasks -- 7. Negotiating styles and key skills -- 8. Win-win tactics -- 9. Adversarial tactics and countertactics -- 10. Tactical orientation -- 11. Special negotiation situations -- 12. Putting it all together -- App. A. Negotiation style survey -- App. B. Practical negotiating : planning guide.

"Practical Negotiating teaches the art of negotiation for business and for life. Over the course of twenty years of teaching and consulting on negotiation, executive trainer Tom Gosselin has developed a proven system for teaching the vital skills and tactics of successful negotiation. Using a step-based framework, he shows you how to prepare the groundwork, master various negotiation tactics, and work towards fair resolutions that satisfy all parties." "The second part of this practical guide covers the execution stage of negotiations, presenting a stage- and task-based model that keeps you squarely on track. You'll learn how to identify your style, become more flexible, develop a variety of skills, select and implement the right tactic for a win-win outcome, and respond coolly and intelligently to adversarial situations and difficult people."--BOOK JACKET.

Machine converted from AACR2 source record.

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