Books Price Comparison (Including Amazon) - Guaranteed Lowest Prices on Books


Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict

Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict
Author: Roy J. Lewicki - Alexander Hiam
ISBN 13: 9780470902516
ISBN 10: 470902515
Edition: 1
Publisher: Jossey-Bass
Publication Date: 2006-07-21
Format: Paperback
Pages: 320
List Price: $35.00

Why are some business leaders able to move in and out of business situations with confidence and ease? The secret is their ability as skilled negotiators. Being an effective negotiator is a critical key factor in business success.

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors—experts in the field of business negotiation—reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to

  • Understand the game so you can better controlwhat happens
  • Predict the sequence of negotiation activitiesand move from disagreement toward agreement
  • Identify the strategies and tactics of other playersin the game
  • Apply the rules of the game—the "do's and don'ts"that will ultimately lead to success

No matter what you call negotiation—bargaining, haggling, horse trading, or managing differences—the basic skills and techniques of the master negotiator outlined in this book are essential for resolving conflicts, handling difficult conversations, protecting oneself against a competitive adversary, or negotiating a good business deal. The techniques and suggestions outlined can also be used for more informal day-to-day negotiations on the job such as selling, buying, and team building.