Coverart for item
The Resource Negotiating and influencing skills : the art of creating and claiming value, Brad McRae

Negotiating and influencing skills : the art of creating and claiming value, Brad McRae

Label
Negotiating and influencing skills : the art of creating and claiming value
Title
Negotiating and influencing skills
Title remainder
the art of creating and claiming value
Statement of responsibility
Brad McRae
Creator
Subject
Language
eng
Summary
"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book." "Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law."--Jacket
Cataloging source
DLC
http://library.link/vocab/creatorDate
1945-
http://library.link/vocab/creatorName
McRae, Bradley C.
Dewey number
158/.5
Illustrations
illustrations
Index
index present
LC call number
BF637.N4
LC item number
M39 1998
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/subjectName
  • Negotiation
  • Influence (Psychology)
Label
Negotiating and influencing skills : the art of creating and claiming value, Brad McRae
Instantiates
Publication
Bibliography note
Includes bibliographical references (pages 187-189) and index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
Introduction -- Creating and claiming value -- Assessing your current negotiating style -- Principles and techniques for creating and claiming value -- Dealing with difficult people and difficult situations -- Developing higher-order skills -- The power of commitment -- Conclusion -- Appendix A: Annotated bibliography -- Appendix B: Exercises and forms
Control code
37024149
Dimensions
24 cm
Extent
xii, 195 pages
Isbn
9780761911845
Isbn Type
(cloth : alk. paper)
Lccn
97021051
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
Label
Negotiating and influencing skills : the art of creating and claiming value, Brad McRae
Publication
Bibliography note
Includes bibliographical references (pages 187-189) and index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
Introduction -- Creating and claiming value -- Assessing your current negotiating style -- Principles and techniques for creating and claiming value -- Dealing with difficult people and difficult situations -- Developing higher-order skills -- The power of commitment -- Conclusion -- Appendix A: Annotated bibliography -- Appendix B: Exercises and forms
Control code
37024149
Dimensions
24 cm
Extent
xii, 195 pages
Isbn
9780761911845
Isbn Type
(cloth : alk. paper)
Lccn
97021051
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations

Library Locations

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      1020 Lowry Street, Columbia, MO, 65201, US
      38.944491 -92.326012
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