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Negotiation Skills Techniques 9 Book Lot Negotiate Interpersonal Communication
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Condition:
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Good
A book that has been read but is in good condition. Very minimal damage to the cover including scuff marks, but no holes or tears. The dust jacket for hard covers may not be included. Binding has minimal wear. The majority of pages are undamaged with minimal creasing or tearing, minimal pencil underlining of text, no highlighting of text, no writing in margins. No missing pages.
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eBay item number:204518443330
Item specifics
- Condition
- Good
- Seller Notes
- “Please read the full description below.”
- ISBN
- 9780140235319
About this product
Product Identifiers
Publisher
Penguin Publishing Group
ISBN-10
0140235310
ISBN-13
9780140235319
eBay Product ID (ePID)
60756
Product Key Features
Book Title
Getting Ready to Negotiate : the Getting to Yes Workbook
Number of Pages
208 Pages
Language
English
Topic
Decision-Making & Problem Solving, Motivational, Negotiating
Publication Year
1995
Illustrator
Yes
Genre
Business & Economics
Format
Uk-B Format Paperback
Dimensions
Item Height
0.5 in
Item Weight
10.9 Oz
Item Length
9.3 in
Item Width
7.5 in
Additional Product Features
Intended Audience
Trade
LCCN
95-196557
Dewey Edition
20
Grade From
Twelfth Grade
Grade To
UP
Dewey Decimal
158/.5
Table Of Content
Acknowledgments Using This Workbook 1. Introduction 2. In a Hurry?: Sudden Prep Priority Prep THE SEVEN ELEMENTS OF NEGOTIATION 3. Interests: What Do People Really Want? Forms: Interests I: Identify the Relevant Parties Interests 2: Clarify the Interests Interests 3: Probe for Underlying Interests 4. Options: What Are Possible Agreements or Bits of an Agreement? Forms: Options 1: Create Options to Meet Interests Options 2: Find Ways to Maximize Joint Gains 5. Alternatives: What Will I Do If We Do Not Agree? Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement Alternatives 2: Select and Improve my BATNA Alternatives 3: Identify Alternatives Open to the Other Side Alternatives 4: Estimate Their BATNA 6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off? Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield Legitimacy 2: Use the Fairness of the Process to Persuade Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision 7. Communication: Am I Ready to Listen and Talk Effectively? Forms: Communication 1: Question My Assumptions and Identify Things to Listen For Communication 2: Reframe to Help Them Understand 8. Relationship: Am I Ready to Deal with the Relationship? Forms: Relationship 1: Separate People Issues from Substantive Issues Relationship 2: Prepare to Build a Good Working Relationship 9. Commitment: What Commitments Should I Seek or Make? Forms: Commitment 1: Identify the Issues to Be Included in the Agreement Commitment 2: Plan the Steps to Agreement MOVING FROM PREPARATION TO NEGOTIATION 10. Getting Ready to Agree Appendix A: Getting Better at Preparation Appendix B: A Preparation Tool Kit
Synopsis
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
LC Classification Number
BF637.N4F56 1995
Item description from the seller
Seller feedback (10,174)
- 5***5 (917)- Feedback left by buyer.Past monthVerified purchaseGreat item. Condition as described and pictured. Fast shipping. Secure packaging.
- e***s (1129)- Feedback left by buyer.Past monthVerified purchaseWell packed, Super fast shipment! Thank you!
- a***f (2002)- Feedback left by buyer.Past monthVerified purchaseVery happy with the book, thanks for the fast ship too! My son is going to love it!
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Seller feedback (10,174)
- 5***5 (917)- Feedback left by buyer.Past monthVerified purchaseGreat item. Condition as described and pictured. Fast shipping. Secure packaging.
- e***s (1129)- Feedback left by buyer.Past monthVerified purchaseWell packed, Super fast shipment! Thank you!
- a***f (2002)- Feedback left by buyer.Past monthVerified purchaseVery happy with the book, thanks for the fast ship too! My son is going to love it!