"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and applicati...

Ausführliche Beschreibung

Bibliographische Detailangaben

1. Verfasser:	MacRae, Bradley C. (VerfasserIn)
Format:	Buch
Sprache:	English
Veröffentlicht:	Thousand Oaks [u.a.] Sage 1998
Schlagworte:	Beïnvloeding Influence (Psychologie) Influence Négociations Négociations - Problèmes et exercices Onderhandelen Overreding Influence (Psychology) Negotiation
Zusammenfassung:	"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book." "Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law."--BOOK JACKET.
Beschreibung:	XII, 195 S. graph. Darst.
ISBN:	0761911847 0761911855