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Negotiation : creating agreements in business and life / Brad Winn, Marc Sokol.

By: Contributor(s): Material type: TextTextPublisher: Thousand Oaks, California : SAGE Publications, Inc., [2025]Copyright date: ©2025Description: xxiv, 447 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781544361857
  • 1544361858
Other title:
  • Creating agreements in business and life
Subject(s): DDC classification:
  • 658.4052 23
LOC classification:
  • HD58.6 .W564 2024
Contents:
Section 1. Introduction : -- 1. Negotiations: Let's Make a Deal! -- 2. The Value of Negotiating: Getting the Real Deal -- Section 2. Negotiation Base Camp : -- 3. Preparing to Negotiate: Getting Ready -- 4. Dividing Up the Pie: Getting Your Fair Share -- 5. Creating Win-Win Agreements: Getting Creative -- Section 3. Negotiation Master Camp : -- 6. Negotiation Styles: Getting to Your Strengths -- 7. The Psychology of Persuasion: Getting into their Heads -- 8. Communication & Trust: Getting Understanding -- 9. Power and Ethics: Getting Empowered -- 10. Leadership & Career Negotiations: Getting It Done -- Section 4. Negotiation Challenge Camp : -- 11. Managing Conflict and Mediation: Getting to Agreement -- 12. Negotiating in Special Situations: Getting Specialized.
Summary: "Negotiation is much more than making a deal; it is a life skill. Negotiation: Making Deals, Managing Conflict, and Creating Value explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved. Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life"-- Provided by publisher.
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Holdings
Item type Current library Call number Status Date due Barcode
Book City Campus City Campus Main Collection 658.4052 WIN (Browse shelf(Opens below)) Available A536813B

Includes bibliographical references and index.

Section 1. Introduction : -- 1. Negotiations: Let's Make a Deal! -- 2. The Value of Negotiating: Getting the Real Deal -- Section 2. Negotiation Base Camp : -- 3. Preparing to Negotiate: Getting Ready -- 4. Dividing Up the Pie: Getting Your Fair Share -- 5. Creating Win-Win Agreements: Getting Creative -- Section 3. Negotiation Master Camp : -- 6. Negotiation Styles: Getting to Your Strengths -- 7. The Psychology of Persuasion: Getting into their Heads -- 8. Communication & Trust: Getting Understanding -- 9. Power and Ethics: Getting Empowered -- 10. Leadership & Career Negotiations: Getting It Done -- Section 4. Negotiation Challenge Camp : -- 11. Managing Conflict and Mediation: Getting to Agreement -- 12. Negotiating in Special Situations: Getting Specialized.

"Negotiation is much more than making a deal; it is a life skill. Negotiation: Making Deals, Managing Conflict, and Creating Value explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved. Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life"-- Provided by publisher.

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