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Essence of Negotiation by Jean-Marie Hiltrop, Sheila Udall (Paperback, 1995)

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About this product

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This is a practical guide to help managers become better negotiators. It shows readers how to develop the skills of negotiation - this involves three main elements: acquiring knowledge of the basic principles and common mistakes and how to avoid them; developing interactive skills and the ability to communicate effectively; developing the ability to recognize specific feelings, values and beliefs and adjust one's own behaviour accordingly. Each chapter is largely self-contained, has useful summaries of dos and don'ts at the start, enabling quick reference. The main text amplifies these points and the chapters close with review questions. The last chapter provides a checklist and guidelines for practical application.