negotiating and influencing skills the art of creating and claiming value

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Negotiating And Influencing Skills

Author : Brad McRae
ISBN : 0761911855
Genre : Business & Economics
File Size : 48. 6 MB
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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 a

Advanced Negotiation And Mediation Theory And Practice

Author : Paul J. Zwier
ISBN : 9781601564795
Genre : Law
File Size : 48. 4 MB
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In this new, updated edition of Advanced Negotiation and Mediation Theory and Practice, Paul Zwier and Thomas Guernsey present a strategic planning and integrated systematic approach to negotiation, which recognizes that both adversarial and problem-solving strategies have distinct advantages and that lawyers need to combine styles and strategies to achieve the best results for their clients. Zwier and Guernsey provide attorneys with an outline to plan and implement effective negotiation techniques, using up-to-date situations throughout the book to demonstrate how understanding negotiation theory and practice can help them partner with their clients to make better strategic use of negotiation. The authors break down the counseling process into stages and show what information the client needs to make an informed decision. They then suggest and give examples of the techniques and skills that might be used to implement that decision in a negotiation and or mediation setting.


Author : Michael L Spangle
ISBN : 9781506319261
Genre : Language Arts & Disciplines
File Size : 55. 31 MB
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Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.

The Military And Negotiation

Author : Deborah Goodwin
ISBN : 9781134267309
Genre : History
File Size : 76. 34 MB
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A new investigation of the role of the modern soldier/diplomat and the nature of military negotiation, in comparison with negotiation in other key contexts. This new book presents a detailed analysis of the role of the military in current operations as negotiators and liaison workers in the field. It shows how very few in the academic world are writing on this specific role of the military and the nature of negotiation in this situation, and such a volatile context. This publication is a first in this context, and has a keen audience in light of the current world order. This study breaks new ground in analyzing the nature of military negotiation in relation to more generic forms of negotiation, and assessing the role of the modern soldier/diplomat in recent deployments around the world. The author is an academic working within the military environment, very few people have the same capacity and accessibility to firsthand evidence and observation. Whilst peacekeeping has grown in the last decade or so, no-one has successfully investigated the role of the military and their approach to non-violent conflict resolution on the ground as few have access to such work to make a viable detailed assessment of the nature of negotiation in a violent context, but Dr Goodwin is able to do so.

Negotiation In International Conflict

Author : Deborah Goodwin
ISBN : 0714681938
Genre : Political Science
File Size : 61. 15 MB
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This work explores the application and structure of negotiation within existing international conflicts, and assesses the effectiveness, or otherwise, of such forms of dispute resolution. It examines the role of negotiation and the skills required by any practitioner in the field.

Revue Internationale De La Recherche De Communication

Author :
ISBN : UOM:39015061956440
Genre : Communication
File Size : 39. 68 MB
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Ohio State Journal On Dispute Resolution

Author :
ISBN : OSU:32437121000448
Genre : Dispute resolution (Law)
File Size : 51. 88 MB
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Recent Acquisitions

Author :
ISBN : OSU:32437123161552
Genre : Law libraries
File Size : 25. 52 MB
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Author :
ISBN : UOM:39015078360081
Genre : Terrorism
File Size : 22. 23 MB
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Terrorism and internal security in India.

The Academy Of Management Review

Author : Academy of Management
ISBN : UCSD:31822022928246
Genre : Management
File Size : 28. 32 MB
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