Negotiating Techniques: How to Work Toward a Constructive Agreement

Guder, Robert F. [Editor]

ISBN 10: 0910187053 / ISBN 13: 9780910187053

Published by Economics Pr, 1985

Seller Inventory # 0910187053-3-36843150

Synopsis:

This isnt a book for people whose primary job is formal negotiating such as labor relations people or lawyers. Its written for managers who may not think of themselves as negotiators, but who, in reality, are negotiating every day not necessarily in formal negotiating sessions, but in their contacts with others in and out of their organization. It will look at basic principles and practices that they can use in their daily activities on or off the job. Basically, there are two kinds of negotiations. The first is adversary negotiations, where one side wins and the other side loses. The other is collaborative win-win negotiations, where both sides concentrate on solving a problem in a way that is acceptable to everyone. Well look at both kinds of negotiating and suggest ways in which you can change adversary negotiations into more profitable collaborative ones, where everyone wins.

Bibliographic Details

Title: Negotiating Techniques: How to Work Toward a...
Publisher: Economics Pr
Publication Date: 1985
Binding: Hardcover
Condition: Good