"Negotiation is much more than making a deal; it is a life skill. Negotiation: Making Deals, Managing Conflict, and Creating Value explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved. Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life"--
Record details
ISBN:9781544361857 (pbk.)
Physical Description:xxiv, 447 pages : illustrations ; 24 cm print
Publisher:Thousand Oaks, California : SAGE Publications, Inc., [2024]
Content descriptions
Bibliography, etc. Note:
Includes bibliographical references and index.
Formatted Contents Note:
Section I: Introduction. Negotiations: let's make a deal ; The value of negotiating: getting the real deal -- Section II: Negotiation base camp. Preparing to negotiate: getting ready ; Dividing up the pie: getting your fair share ; Creating win-win agreements: getting creative -- Section III: Negotiation master camp. Negotiating styles: getting to your strengths ; The psychology of persuasion: getting into their heads ; Communication and trust: getting understanding ; Power and ethics: getting empowered ; Leadership and career negotiations: getting it done -- Section IV: Negotiation challenge camp. Managing conflict and mediation: getting to agreement ; Negotiating in special situations: getting specialized.
Book
