The Road to Success: Learning How to Become an Effective Negotiator
By: and and
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- Synopsis
- This book aimed at the undergraduate population, compares learning to negotiate to learning to drive. Like driving, negotiation is a teachable skill that involves self-assessment, situation assessment, and lots of practice. Like a driver’s education course, the reader will review some of the basic principles of negotiations – the “rules of the road” – on their road trip to negotiation success and have the opportunity to practice the art of negotiating through negotiation exercises, case studies, and discussion questions found in the online component of the book. The book navigates the terrain of distributive bargaining, (negotiating a lease, buying a car), integrative negotiations (multiple issue negotiations that focus on joint gain), preparation strategy, trust, ethics and cultural issues. It is flush with examples, cases and exercises that will educate and challenge the novice negotiator.
- Copyright:
- 2020
Book Details
- Book Quality:
- Excellent
- Book Size:
- 272 Pages
- ISBN-13:
- 9781465298232
- Publisher:
- Kendall Hunt Publishing Company
- Date of Addition:
- 11/15/21
- Copyrighted By:
- Kendall Hunt Publishing Company
- Adult content:
- No
- Language:
- English
- Has Image Descriptions:
- No
- Categories:
- Nonfiction, Business and Finance, Textbooks, Law, Legal Issues and Ethics
- Submitted By:
- Worth Trust
- Proofread By:
- Worth Trust
- Usage Restrictions:
- This is a copyrighted book.
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