Duration:
Self-study or classroom training
Description:
The 50-Minute Manager Series was designed to cover critical business and professional development topics in the shortest time possible. Our easy-to-read, easy-to-understand format can be used for self-study or classroom training, or even office training. With a wealth of hands-on exercises, the 50-Minute books keep you engaged and help you retain critical skills.
Use this book to learn the fundamentals of negotiating, including establishing your terms of agreement, understanding your objectives, and gathering information to understand the other party's requirements. You'll also plan for an agreement and set up the negotiating environment. Then you will explore the negotiation process, communicate during a negotiation, and learn how to handle challenging situations. Finally, you'll learn how to control negotiations, and understand negotiation tactics and ethics.
Table of Contents:
Chapter 1: Establishing Your Terms of Agreement
Understanding Negotiation Objectives
Chapter 2: Researching the Other Party
Information Gathering
Estimation of the Other Party's Requirements
Chapter 3: Preparing for an Agreement
Planning for an Agreement
The Negotiation Environment
Chapter 4: Conducting a Negotiation
Understanding the Negotiation Process
Communicating During a Negotiation
Challenging Negotiation Situations
Chapter 5: Advanced Negotiating Tactics
Control in Negotiations
Negotiation Tactics
Negotiation Ethics