Negotiation Basics: Concepts, Skills, and Exercises

Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.

Transforming Problems into Negotiating Opportunities

Identifying and Pursuing Useful Negotiating Goals

Finding and Using Information

Making Cost-Benefit Decisions

Building Credibility to Enhance your Power

Fitting Strategies to your Situation and Personal Style

Choosing the Appropriate Tactics

Organizing Constituents for Representative Bargaining

Searching for Secrets to Break Impasses

Using an Outside Party When You Need One

Conclusion

Creating a Positive Negotiating Climate

Table Of Contents