Negotiating Skills for
Managers-A Briefcase book
By COHEN
INTRODUCTION
Now translated into nine languages! This reader-friendly, icon-rich series is must reading
for all managers at every level.
All managers, whether brand new to their positions or well established in the corporate
hierarchy, can use a little "brushing up" now and then. The skills-based
Briefcase Books series is filled with ideas and strategies to help managers become more
capable, efficient, effective, and valuable to their corporations.
Virtually everything in business is negotiated, and the ability to negotiate strong
agreements and understandings is among today's most valuable talents. Negotiating Skills
for Managers explains how to establish a solid pre-negotiation foundation, subtly guide
the negotiation, and consistently set and achieve satisfactory targets. From transferring
one's existing strengths to the negotiating table to avoiding common negotiating errors,
it reveals battle-proven steps for reaching personal and organizational objectives in
every negotiation.
NEGOTIATING TECHNIQUES FOR
ACHIEVING BUY-IN FROM ALL SIDES : WHILE ENSURING YOUR PRIMARY GOALS ARE ACCOMPLISHED
The skill to negotiate
effectively is essential in today's give-and-take management environment. Negotiating
Skills for Managers provides the tools you need to understand and prepare for each
negotiation, along with proven methods to subtly and skillfully guide it to a successful
conclusion.
Turn to this latest addition
to McGraw-Hill's skills-based Briefcase Books series for hands-on techniques you can
utilize to:
- Discover
each party's hot button issues, and ensure they are addressed and satisfied
- Overcome
cultural barriers to develop understanding and agreement between parties
- Use
The Interest Map A crucial tool for preparing an airtight pre-negotiation strategy
Effective negotiation
shouldn't be a hard-fought battleground, with one side bent on destroying the other.
Negotiating Skills for Managers will show you how to negotiate with tact and skill,
accomplishing your own personal and organizational objectives while creating
non-adversarial agreements that will stand the test of time and the destructive pressures
of the marketplace.
Briefcase Books, written
specifically for today's busy manager, feature eye-catching icons, checklists, and
sidebars to guide managers step-by-step through everyday workplace situations. Look for
these innovative design features to help you navigate through each page:
- Clear
definitions of important terms, concepts, and jargon
- Tips
and tactics for conducting successful negotiations Insider tips for implementing this
book's practices
- Practical
advice for minimizing negotiation mistakes
- Warning
signs for where things could and often do go wrong
- Stories
of negotiations that have gone well or not so well-or not so well
- Procedures,
techniques, and tactics you can use in your next negotiation
200 pages