• 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.

Dealing with Difficult People and Difficult Situations
Dealing with difficult people and difficult situations

It has been said that 90% of our stress is a result of dealing with the 4% of the population that we find to be difficult. These are the people whom we can get emotionally hooked. Often, it seems that the harder we try to extricate ourselves from these situations, the more enmeshed we become. The old tale of Brer Rabbit and the tar baby is illustrative of what can happen when you get enmeshed in a difficult situation.

The “Tar Baby” Effect

One day Brer Fox decided to trap his perennial adversary, Brer Rabbit, by fashioning a likeness of a baby out of tar. Brer Rabbit spotted this “tar baby” by the side ...

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