Synopses & Reviews
Well honed negotiating skills can benefit everyone both personally and professionally. This book explores how to develop critical negotiation skills using a very individual, personalized approach. It examines how personality and temperaments influence negotiation styles and techniques and provides numerous strategies proven effective with different personality types. Readers become more skilled in negotiations by understanding how conflict often begins the negotiation process. Exercises, self-assessment tools, and examples give readers an opportunity to identify, develop, practice, and perfect their own unique set of negotiation skills. Recognizes the link between personality and conflict management styles. Discusses psychological and sociological factors along with gender and cultural differences inherent in thenegotiation process. Offers self-assessment exercises to help readers identify their personal negotiation and conflict management styles. Looks at rules of negotiation and the common mistakes we all make. Covers team negotiation and third-party negotiation. For courses in business and communications or for anyone interested in improving personal negotiating skills.
Synopsis
Appropriate Courses: Conflict Management and Negotiation.
Becoming an effective negotiator is a universal skill that can benefit all. Unlike other books,
Conflict Management explores how to develop this universal skill, using a very individual, personalized approach. Grounded in theory and research, it examines the psychological and sociological factors inherent in the negotiation process. It explores the complexities of negotiations, by looking at how conflict is related and how temperaments and personality traits impact the process. Filled with exercises, self-assessment tools, examples, and cases, the book links theory to practice and gives readers an opportunity to develop, practice, and perfect their own unique set of negotiation skills.
Table of Contents
1. Defining Negotiation and Its Components
2. Personality
3. Conflict
4. Negotiation Style
5. Key Negotiating Temperaments
6. Communicating in Negotiation
7. A Note on Cultural and Gender Differences
8. Interests and Goals in Negotiation
9. Understanding the Importance of Perception in Negotiation
10. Effects of Power in Negotiation
11. Asserting Yourself
12. Principles of Persuasion
13. Rules of Negotiation & Common Mistakes
14. The Negotiation Process and Preparation
15. Alternative Styles, Strategies, & Techniques of Negotiation
16. Team Negotiation
17. Negotiation in Leadership and Public Relations
18. Third-Party Intervention
19. Using Your Personal Negotiating Power
20. Post-Negotiation Evaluation
APPENDIX A: Personality and Behavior Assessment Resources
APPENDIX B: Cases for Negotiation