Negotiation Basics

Negotiation Basics PDF

Author: Ralph A. Johnson

Publisher: SAGE

Published: 1993

Total Pages: 188

ISBN-13: 9780803940529

DOWNLOAD EBOOK →

Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.

Getting to Yes

Getting to Yes PDF

Author: Roger Fisher

Publisher: Houghton Mifflin Harcourt

Published: 1991

Total Pages: 242

ISBN-13: 9780395631249

DOWNLOAD EBOOK →

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Negotiation Basics

Negotiation Basics PDF

Author: Ralph A. Johnson

Publisher: SAGE

Published: 1993

Total Pages: 187

ISBN-13: 0803940521

DOWNLOAD EBOOK →

"It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Negotiation Basics

Negotiation Basics PDF

Author: Charles P. Lickson

Publisher: Thomson

Published: 2005

Total Pages: 0

ISBN-13: 9780619259075

DOWNLOAD EBOOK →

Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as win-win or collaborative problem solving.

NEGOTIATION BASICS FOR CULTURAL RESOURCE MANAGERS

NEGOTIATION BASICS FOR CULTURAL RESOURCE MANAGERS PDF

Author: Nicholas Dorochoff

Publisher: Left Coast Press

Published: 2007-04-15

Total Pages: 135

ISBN-13: 1598740954

DOWNLOAD EBOOK →

Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation from the business world in a brief, practical guidebook.

Negotiation Basics for Cultural Resource Managers

Negotiation Basics for Cultural Resource Managers PDF

Author: Nicholas Dorochoff

Publisher: Routledge

Published: 2016-09-16

Total Pages: 156

ISBN-13: 1315423553

DOWNLOAD EBOOK →

Anyone in the cultural resource management world will tell you that much of the job is successfully negotiating consensus on a course of action between various stakeholders. In this volume, Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation where it is practiced daily—the business world. Brief, practical, and geared specifically for cultural resource managers, consultants, and other interested parties, the author slices the negotiation process into its various component parts and steps. In a workshop fashion, Dorochoff takes the reader through the negotiation process, showing where conflicts can arise, how they can be solved, and how a clear understanding of negotiation strategies can lead to successful resolutions. Real world examples, checklists, and resources are included. This handy guide can save cultural resource professionals from months of stalled negotiation on key projects.

Mergers and Acquisitions Basics

Mergers and Acquisitions Basics PDF

Author: Donald DePamphilis

Publisher: Academic Press

Published: 2010-10-29

Total Pages: 240

ISBN-13: 9780080959108

DOWNLOAD EBOOK →

Negotiations form the heart of mergers and acquisitions efforts, for their conclusions contain both anticipated and unforeseen implications. Don DePamphilis presents a summary of negotiating and deal structuring that captures its dynamic process, showing readers how brokers, bankers, accountants, attorneys, tax experts, managers, investors, and others must work together and what happens when they don't. Writtten for those who seek a broadly-based view of M&A and understand their own roles in the process, this book treads a middle ground between highly technical and dumbed-down descriptions of complex events. It mixes theory with case studies so the text is current and useful. Unique and practical, this book can add hard-won insights to anybody's list of M&A titles.. Presents negotiation as a team effort Includes all participants, from investment bankers to accountants and business managers Emphasizes the interactive natures of decisions about assets, payments, and appropriate legal structures Written for those who seek summarizing, non-technical information

Business Negotiating Basics

Business Negotiating Basics PDF

Author: Peter Economy

Publisher: Irwin Professional Publishing

Published: 1994

Total Pages: 196

ISBN-13: 9781556238413

DOWNLOAD EBOOK →

In today's organizations negotiations are not limited solely to buying and selling situations. Almost every business interaction involves some amount of negotiating. Business Negotiating Basics shows you how to identify negotiation situations, and provides a highly effective system for dealing with these everyday challenges. Inside you'll find numerous real-world examples that offer effective ideas you can draw from; the author's unique PREP system that can be used with all negotiating efforts; proven skills that apply to negotiations between manager and staff, and manager and manager, as well as with anyone outside the organization; and jargon-free explanations that are easy to understand and apply. Quick and full of ideas you can use immediately, Business Negotiating Basics provides seven basic techniques that take you step-by-step through the negotiation process. It's all here - from the beginning of the negotiation to closing the deal - in a resource you'll use again and again.

Making Negotiations Predictable

Making Negotiations Predictable PDF

Author: David De Cremer

Publisher: Springer

Published: 2012-12-11

Total Pages: 170

ISBN-13: 1137024798

DOWNLOAD EBOOK →

Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effective negotiator for business success. In Making Negotiations Predictable, two global experts give crucial insights into getting it right.

Lanterna Rally - Theme by Grace Themes