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Full Description
Whether it's at home or at work, so much of our livesinvolves negotiating to get what we want. Fromnegotiating a higher salary, to lowering costs fromsuppliers, to hammering out a new contract with amajor customer, or even deciding where to go onvacation, the only way to consistently arrive atsuccessful conclusions is to master the art ofnegotiation. Updated with completely new tactics andstrategies, How to Become a Better Negotiator lets readersin on the same high-level skills that experiencednegotiators use.Packed with fill-in-the-blank sections, tips, quizzes, andchapter reviews, the book covers important topics suchas listening, assertiveness, and how to deal with hostileopponents.
Contents
CONTENTS
Preface vii
Chapter 1 Win-Lose or Win-Win 1
Chapter 2 Three Indispensable Concepts 8
Chapter 3 Communication Styles 15
Chapter 4 Listening as a Primary Negotiating Skill 24
Chapter 5 Managing Conflict 34
Chapter 6 The Importance of Assertiveness 46
Chapter 7 Prepare to Negotiate 57
Chapter 8 Doing the Deal 66
Chapter 9 Common Pitfalls 81
Selected Readings 93
Index 95
