• 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.

Creating and Claiming Value
Creating and claiming value

This chapter introduces the two most important elements in all negotiations—creating value and claiming value. You will learn how to assess your own skills in these two important areas and learn how to better monitor your success in future negotiations. We then examine the role of moral decision making in the negotiating process and the importance of your reputation as a negotiator. The chapter concludes with a look at the styles and characteristics of highly effective negotiators and their less effective counterparts.

Creating Value

We create value by listening very carefully to the other person's needs and interests. We patiently help our partner learn what our needs and interests are. We look for ways to integrate and link these interests ...

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