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Vol 21 No 10 Oct/Nov 2016

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Negotiation: A How to Guide


ISBN13: 9780409339901
Published: December 2014
Publisher: LexisNexis Australia
Country of Publication: Australia
Format: Paperback
Price: £66.00



In stock.

Negotiation is the principle day-to-day 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. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner.

Subjects:
Legal Skills and Method
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. Interpersonal skills
8. Emotion, culture, sex and your brain
9. Tough skills for tough negotiations
10. Multiparty and team negotiations
11. Ten principles for constructive negotiators.