HOW TO BECOME A BETTER NEGOTIATOR LUECKE R.A. PATTERSON J. Księgarnia

Whether it's at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to master the art of negotiation. Updated with completely new tactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.

Packed with fill-in-the-blank sections, tips, quizzes, and chapter reviews, the book covers important topics such as listening, assertiveness, and how to deal with hostile opponents.

Richard A. Luecke (Salem, MA) is a freelance business writer and publishing executive whose articles have been published by Oxford University Press, John Wiley & Sons, and Harvard Business School Press.

James G. Patterson is a training consultant who has taught leadership and communication skills for the U.S. Army Military Intelligence School. His previous books include Benchmarking: Finding and Using Best Practices.

Table of Contents

Preface vii
Win-Lose or Win-Win 1
Three Indispensable Concepts 8
Communication Styles 15
Listening as a Primary Negotiating Skill 24
Managing Conflict 34
The Importance of Assertiveness 46
Prepare to Negotiate 57
Doing the Deal 66
Common Pitfalls 81
Selected Readings 93
Index 95

112 pages, Paperback

Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub anglojęzyczny jest aktualnie na półce księgarni.