Negotiating and Influencing Skills The Art of Creating and Claim

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Book title:Negotiating and Influencing Skills The Art of Creating and Claim
Subject:Art
Item Length:9.1in
Item Height:0.5in
Item Width:6in
Author:Brad Mcrae
Publication Name:Negotiating and Influencing Skills : the Art of Creating and Claiming Value
Format:Trade Paperback
Language:English
Publisher:SAGE Publications, Incorporated
Publication Year:1997
Type:Textbook
Item Weight:13 Oz
Number of Pages:208 Pages

Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies a

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