Negotiation Strategy Style Skills, 3rd edition

Negotiation - Strategy Style Skills, 3rd edition provides the reader with the tools to confidently engage in constructive and principled negotiation practice.

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ISBN/ISSN: 9780409338256
Release Date: August 01, 2015
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AUD$ 103.00
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ISBN/ISSN: 9780409338263
Release Date: August 01, 2015
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AUD$ 108.15
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Product description

Negotiation - Strategy Style Skills 3rd ed provides the reader with the tools to confidently engage in constructive and principled negotiation practice. Negotiation is the principal day-to-day activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioural styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner.

Features

  • Practical tools such as a three-dimensional model of negotiation, a 10-step constructive negotiation process map and the negotiation navigation map
  • Chapters on neuroscience, interpersonal skills, multiple intelligences, multiparty negotiations, and dealing with tough negotiation situations.

Related Titles

Boulle, Mediation — Principles Process Practice, 3rd ed, 2011
Condliffe, Conflict Management: A Practical Guide, 4th ed, 2012
Boulle & Alexander, LexisNexis Skills Series - Mediation Skills & Techniques, 2nd ed, 2012

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Table of contents


  1. Negotiation: Definitions, Terms and Approaches

  2. Positional Negotiation

  3. Interest-Based Negotiation

  4. A Constructive Negotiation Process

  5. Preparing for Negotiation

  6. Negotiation: Larger-than-Life Communication

  7. Deepening Negotiator Awareness and Skills

  8. Decision-Making in Negotiation: Storytelling, Emotions, Memory and Persuasion

  9. Culture, Sex, Gender and Intersectional fluency – the language of the Constructive Negotiator

  10. Tough Skills for Tough Negotiations

  11. Multiparty and Team Negotiations

  12. Ten Principles for Constructive Negotiators