“It is a very practical book aiming to describe various ways of negotiating…. The author's use of a conversational style makes for easy reading…. A useful and light book which serves as an introduction to the area.” --Counselling at Work “Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives.” --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental “costs,” popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Transforming Problems into Negotiating Opportunities

Transforming Problems into Negotiating Opportunities

Transforming problems into negotiating opportunities

The Story of the Impossible Roommate

Tim and Abdul are seniors at a large midwestern university. Both spent the first 3 years living in a dorm, where the two became acquainted. At the end of last semester, after successfully completing a class project together, Tim said he could secure a great deal on an attractive, convenient apartment. He proposed that if the two of them shared expenses they could live almost as cheaply in an apartment as they could on campus.

Abdul agreed and found that he loves the apartment and being away from dorm life, but he is not happy having Tim as a roommate. It seems to him that Tim makes all the rules but accepts ...

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