Negotiation: Theories, Strategies and Skills

Type

Book

Authors

H.I.J. Spoelstra

W.D. Pienaar

ISBN 10

0702124850

ISBN 13

9780702124853

Tags

Leadership, Social Sciences

Description

In business, you don't get what you deserve: you get what you negotiate. Why take "No" for an answer? Successful people don't. They get what they want by negotiating better deals for themselves. Although various approaches and theories of negotiation are acknowledged, the authors of this text view negotiation as a process wherein the development of alternatives is desirable. The text explains how power can be deployed during negotiation and how attitudes and behaviours can be changed through the use of a few step-by-step recipes. Both verbal and non-verbal strategies and skills in negotiation are examined. - from Amzon

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