Negotiation skills
著者
書誌事項
Negotiation skills
（The communication skills series）
J. Wiley, 1994
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注記
Includes bibliographical references (p. 135-142) and index
内容説明・目次
内容説明
This guide enables the reader to explore the many facets of negotiating and to understand the subtle yet important elements behind a successful negotiation process. The self-contained module should be beneficial for industry training and university courses.
目次
- Part 1: Negotiation: What Is It? The Business of Negotiation
- Choosing Approaches: Planning
- Individual and Team Negotiation
- Non-Verbal Sensitivity
- Listening Skills
- Questioning Skills
- Persuasive Skills
- Channels of Communication
- National Styles of Negotiating
- Part 2: Strategies and Tactics: Know the Basics
- Break Deadlocks
- Manipulate Time
- Ham It Up
- Move The Goalposts
- Attack
- Control Stress and Insecurity
- Turn Weakness into Strength
- Use Authority
- Seek Co-operation.
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