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Negotiating and Influencing Skills: The Art of Creating and Claiming Value, by Brad McRae
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Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach.
Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies a
- Sales Rank: #1369885 in Books
- Published on: 1997-10-15
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .47" w x 6.00" l, .70 pounds
- Binding: Paperback
- 208 pages
About the Author
McRae has lectured across the United States, Canada, Mexico, and Africa, and gives more than 100 presentations a year. He is recognized as a Platinum Level Presenter with Meeting Professionals International--one of only 50 in North America.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Good book that is straight to the point and provides practical advice
By Bree
This is a great book for any level.
It provides great examples and plenty of opportunities for experiential learning. Very easy to follow
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