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Negotiating and Influencing Skills: The Art of Creating and Claiming Value

Negotiating and Influencing Skills: The Art of Creating and Claiming Value (Paperback)

£71.00
Printed to order. Despatched in 2-3 weeks.
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Synopsis

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 are used to illustrate the key learning points. An annotated bibliography and a glossary of terms are included.

BusinessBusiness & managementBusiness negotiationBusinessBusiness & managementManagement & management techniquesManagement of specific areas & peoplePhilosophy, Psychology & Social SciencesPsychology Publisher: SAGE Publications Inc Publication Date: 15/10/1997 ISBN-13: 9780761911852  Details: Type: Paperback Format: Books
Availability: Printed to order. Despatched in 2-3 weeks.  

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Location 1st Book Each additional book Average Delivery Time
UK Second Class Available free for ALL orders. No charge for each additional book. 3-7 Days
UK First Class £4.50 £1.00 1-2 Days
UK Courier £7.00 £1.00 1-2 Days
Western Europe** Courier £17.00 £3.00 2-3 Days
Western Europe** Airmail £5.00 £1.50 4-14 Days
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USA / Canada Airmail £7.00 £3.00 4-14 Days
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