• 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.

Assessing Your Current Negotiating Style
Assessing your current negotiating style

The purpose of this chapter is to help you examine your current abilities as a negotiator and to formulate a list of ways to improve them. First, a seminal study is examined that looks at eight critical differences between effective senior managers and their average counterparts. You are then invited to rate your ability on each of these eight characteristics. The chapter concludes by looking at a strategy designed to help you assess how others see your current negotiating strengths and to highlight areas where improvement is desired.

Competency-Based Assessment

Successful organizations do not just happen—and they do not just stay successful. Great organizations are made up of individually successful managers who do the right things at the ...

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