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 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.
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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