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.



Learning effective negotiating and influencing skills is a life-long process. In a very real sense, reading this book is only the beginning of that process. To answer the question “Where do I go from here?” several suggestions are given in this chapter regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book. Information is also presented on programs that teach negotiating and influencing skills in elementary schools and in high schools.

Learning from Books

An annotated bibliography on negotiating and influencing skills is presented in Appendix A. Each book listed there is described in enough detail to help you make an informed choice about whether it can be of benefit to you in developing your skills further.

Learning ...

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