Negotiation Basics: Concepts, Skills, and Exercises / Edition 1

by Ralph A. Johnson

Overview

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.

Product Details

ISBN-13:	9780803940529
Publisher:	SAGE Publications
Publication date:	12/18/1992
Edition description:	First Edition
Pages:	184
Product dimensions:	5.50(w) x 8.50(h) x 0.42(d)

Table of Contents

Transforming Problems into Negotiating Opportunities
Identifying and Pursuing Useful Negotiating Goals
Finding and Using Information
Making Cost-Benefit Decisions
Building Credibility to Enhance your Power
Fitting Strategies to your Situation and Personal Style
Choosing the Appropriate Tactics
Organizing Constituents for Representative Bargaining
Searching for Secrets to Break Impasses
Using an Outside Party When You Need One
Conclusion
Creating a Positive Negotiating Climate

Editorial Reviews

Presents both theoretical and practical perspectives on the negotiation process that should enable the reader be more effective in individual and group negotiating situations. Annotation c. Book News, Inc., Portland, OR (booknews.com)

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