Negotiation : creating agreements in business and life / Brad Winn, Marc Sokol.
Material type: TextPublisher: Thousand Oaks, California : SAGE Publications, Inc., [2025]Copyright date: ©2025Description: xxiv, 447 pages : illustrations ; 24 cmContent type:- text
- unmediated
- volume
- 9781544361857
- 1544361858
- Creating agreements in business and life
- 658.4052 23
- HD58.6 .W564 2024
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 |
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658.4052 THO The mind and heart of the negotiator / | 658.4052 THO The mind and heart of the negotiator / | 658.4052 TRA Negotiation / | 658.4052 WIN Negotiation : creating agreements in business and life / | 658.4053 CON Conflict in organizational groups : new directions in theory and practice / | 658.4053 DOM Mediation : empowerment in conflict management / | 658.4053 EUN Conflict management / |
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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