Negotiation and persuasion : the science and art of winning cooperative partners /
Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation and crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on h...
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Language Notes: | Translation of: Verhandeln und überzeugen. |
| Published: |
Toronto :
Hogrefe,
[2016]
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| Subjects: |
| Summary: | Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation and crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts and checklists clearly summarize effective strategies for analyzing context, processes, competencies and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator. |
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| Physical Description: | viii, 118 pages : illustrations ; 26 cm. |
| Bibliography: | Includes bibliographical references (pages [113]-118). |
| ISBN: | 9780889374676 0889374678 |