The Negotiation Toolkit
How to Get Exactly What You Want in Any Business or Personal SituationBook - 1999
A practical and interactive guide to mastering the arts of bargaining and negotiation. The word ""negotiation"" is rooted in the Latin negotium, meaning ""not leisure"" (as in that which is not leisure is business). In Old French, negociacion meant ""dealing with people."" Both definitions, though archaic, are right on the mark because the fact is that all dealings between people - whether socialor business - constitute negotiation. The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn: * the golden rule of negotiation * three fundamental questions of negotiation * when not to negotiate * eight behaviors of star negotiators and much more. Written in a lively, entertaining style, this book will help anyone - even unnatural negotiators - triumph at the bargaining table." "
Publisher: New York : American Management Association, c1999
Characteristics: xiii, 207 p. : ill. ; 23 cm