“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.

Fitting Strategies to Your Situation and Personal Style

Fitting Strategies to Your Situation and Personal Style

Fitting strategies to your situation and personal style

The Story of Yolanda's Neighborhood

Yolanda lives in what might be called a transitional neighborhood. In her block, for example, the north side of the street has charming, well-kept, 50-year-old homes. Across the street are relatively new, nondescript apartment complexes. The single family houses are almost all inhabited by people in their fifties, sixties, and seventies. Most of them have lived in their homes for years.

The apartments house students, other young singles, and a few young married couples. Lights start to go out about 9:30 or 10:00 on the north side, just as the parties begin across the street. The older residents complain about the noise, the parking (they claim that ...

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