Summary |
Negotiation-whether hammering out a great job offer, setting a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating and valuable-aspect of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include:
Preparing the necessary information before a negotiation
Managing multiparty negotiations
Assessing the position of the opposing side
Determining your sources of power and authority in a negotiation
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