Negotiation : creating agreements in business and life /
Creating agreements in business and life
Brad Winn, Marc Sokol.
- xxiv, 447 pages : illustrations ; 24 cm
Includes bibliographical references and index.
Introduction : -- Negotiations: Let's Make a Deal! -- The Value of Negotiating: Getting the Real Deal -- Negotiation Base Camp : -- Preparing to Negotiate: Getting Ready -- Dividing Up the Pie: Getting Your Fair Share -- Creating Win-Win Agreements: Getting Creative -- Negotiation Master Camp : -- Negotiation Styles: Getting to Your Strengths -- The Psychology of Persuasion: Getting into their Heads -- Communication & Trust: Getting Understanding -- Power and Ethics: Getting Empowered -- Leadership & Career Negotiations: Getting It Done -- Negotiation Challenge Camp : -- Managing Conflict and Mediation: Getting to Agreement -- Negotiating in Special Situations: Getting Specialized. Section 1. 1. 2. Section 2. 3. 4. 5. Section 3. 6. 7. 8. 9. 10. Section 4. 11. 12.
"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"--