DK Essential Managers: Negotiating, 1st Edition

  • Michael Benoliel
  • Published By:
  • ISBN-10: 0756664411
  • ISBN-13: 9780756664411
  • DDC: 158.5
  • Grade Level Range: College Freshman - College Senior
  • 72 Pages | eBook
  • Original Copyright 2009 | Published/Released September 2011
  • This publication's content originally published in print form: 2009

  • Price:  Sign in for price



A practical guide to negotiating which will give you the information and skills to succeed. Find out how to improve your negotiating skills by defining your style, preparing properly and designing your meeting structure. You'll learn to build relationships, develop trust and negotiate fairly. Tips, dos and don'ts and 'In Focus' features on what to do in a particular situation, plus real-life case studies demonstrate how to manage an impasse, persuade others and close the deal. Dip in and out of topics for quick reference.

Table of Contents

Front Cover.
Title Page.
Copyright Page.
1: Preparing to Negotiate.
2: Becoming a Negotiator.
3: Understanding Negotiation Dilemmas.
4: Being Prepared.
5: Designing the Structure.
6: Setting your Style.
7: Defining Negotiation Styles.
8: Defining Interest-Based Negotiation.
9: Negotiating From the Whole Brain.
10: Creating Win–Win Deals.
11: Building Relationships.
12: Developing Mutual Trust.
13: Negotiating Fairly.
14: Conducting Negotiations.
15: Negotiating with Power.
16: Making Offers and Counteroffers.
17: Making Concessions.
18: Being Persuasive.
19: Managing Impasses.
20: Avoiding Decision Traps.
21: Managing Emotions.
22: Dealing with Competitive Tactics.
23: Closing the Deal.
24: Developing your Technique.
25: Negotiating As a Team.
26: Dealing with Many Parties.
27: Negotiating Internationally.
28: Examining the Role of Gender.
29: Using a Coach.
30: Being a Mediator.
31: Learning From the Masters.