• Summary
  • Contents
  • Subject index

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.

Introduction
Introduction
Negotiating and Influencing Skills are Important to Learn

In my experience in teaching negotiating skills, I have found that most people misunderstand the word negotiating. Many people assume that negotiating skills are only used in the context of labor/management negotiations. I see this differently: Negotiating and influencing skills apply in every area of our work and our personal lives. We constantly negotiate. We negotiate agreements, and agreements are what make relationships work. We also negotiate to solve problems, and we negotiate to resolve conflicts. The purpose of this book is to help you become a better interpersonal negotiator—whether the other party in the negotiation is your employer, subordinate, coworker, spouse, parent, child, or neighbor. In spite of people's misunderstanding of the topic, I did not ...

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