• 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.

Developing Higher-Order Skills
Developing higher-order skills

Mastery of most skills depends on an accurate analysis and on dedicated practice—both are necessary, neither alone is sufficient.

This chapter discusses higher-order negotiating skills and subskills and how to develop them using the “P.R.I.C.E.” method. Also explored is the value of learning by interviewing experienced negotiators and learning from mentors. As negotiating and influencing skills must work together congruently and harmoniously to be truly effective, the chapter provides five techniques for putting all your skills together into an effective, integrated whole.

Higher-Order Skills

One of the psychological concepts that has had the most impact on my way of thinking about how adults learn is that of higher-order skills, an idea developed by Francis Robinson, a psychologist. In explaining this concept, Robinson ...

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