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Negotiating and influencing skills - Brad McRae
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Title
Negotiating and influencing skills - the art of creating and claiming value
Negotiating and influencing skills - the art of creating and claiming value
Author
Brad McRae
Brad McRae
format
Paperback / softback
Paperback / softback
Publisher
SAGE
SAGE
Language
English
English
UK Publication Date
19971119
19971119
Description
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 are used to illustrate the key learning points. An annotated bibliography and a glossary of terms are included.
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