Negotiation

Negotiation: strategy style skills

by Alexander, Nadja Marie

Type Book
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"Negotiation is the principal day-today activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioural styles and skills that can be learned."--Wolters Kluwer CCH Website

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Title Statements

  • Full title :Negotiation : strategy style skills / Nadja Alexander, Jill Howieson, Kenneth Fox.

Summary

"Negotiation is the principal day-today activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioural styles and skills that can be learned."--Wolters Kluwer CCH Website

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Edition Statements

  • Publication Date:2015.
  • Edition:3rd edition

Publication Statements

Notes

Includes index.

The Physical Object

  • Description:1 online resource (310 pages)

Edition Identifiers

  • ISBN:9780409338263, 0409338265
  • oclc:ocn907928654
  • LC Classification:KU3755
  • Dewey Decimal:347.9409

Table of Contents

1. Negotiation: definitions, terms and approaches -- 2. Positional negotiation -- 3. Interest-based negotiation -- 4. A constructive negotiation process -- 5. Preparing for negotiation -- 6. Negotiation: larger-than-life communication -- 7. Deepening negotiator awareness and skills -- 8. Decision-making in negotiation: storytelling, emotions, memory and persuasion -- 9. Culture, sex, gender and intersectional fluency: the language of the constructive negotiator -- 10. Tough skills for tough negotiations -- 11. Multiparty and team negotiations -- 12. Ten principles for constructive negotiators.

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Subjects

Australia Australian Conciliation (Civil procedure) Conciliation (Civil procedure) -- Austr… Conciliation (Procédure civile) -- Aust… Mediation Mediation -- Australia Médiation -- Australie Négociations -- Australie Negotiation Negotiation -- Australia

Writers

Alexander, Nadja Marie Fox, Kenneth H. Howieson, Jill

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