Negotiating for success :
Siedel, George J.,
Negotiating for success : essential strategies and skills / George Siedel, University of Michigan. - xiv, 146 pages : illustrations ; 22 cm
Includes Internet addresses.
I. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions -- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps -- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value -- IV. Complete your end game : Perform and evaluate your agreement -- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style.
0990367193 9780990367192
2017446001
Negotiation.
Negotiation in business.
Negotiating for success : essential strategies and skills / George Siedel, University of Michigan. - xiv, 146 pages : illustrations ; 22 cm
Includes Internet addresses.
I. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions -- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps -- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value -- IV. Complete your end game : Perform and evaluate your agreement -- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style.
0990367193 9780990367192
2017446001
Negotiation.
Negotiation in business.