• Summary
  • Contents
  • Subject index

“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 ...

Conclusion: Creating a Positive Negotiating Climate
Conclusion: Creating a positive negotiating climate

The negotiation climate has a profound impact on the process and outcome of the negotiation. The physical and emotional environment creates comfort or anxiety, hostility or goodwill. Negotiation occurs in a place. People who bargain in their own physical environment can structure the space to a bargaining advantage. They have the option of making the other side feel as a welcomed guest who should be grateful for the invitation or as an intruder who is out of place and behaving illegitimately. Visual cues can give a clear demonstration of power. A well-appointed office, expensive clothing and jewelry, and a physical presentation of confidence all contribute to a picture of power. Negotiators will want to ...

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