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The classic guide to collaborative negotiation--updated for today's ultracompetitive environment
"We negotiate every day--in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." -- Roger Fisher, bestselling coauthor of Getting to Yes
The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process.
Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all.
NEW TO THIS EDITION:
- Analysis of different negotiation styles and situations
- The fundamentals of ethical negotiating
- Important breakthroughs in negotiation psychology
- Conducting negotiations on behalf of others
- Sales Rank: #305816 in Books
- Published on: 2010-10-07
- Released on: 2010-10-07
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .63" w x 6.00" l, .79 pounds
- Binding: Paperback
- 272 pages
About the Author
Grande Lum is clinical professor of law and director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of the Law. Lum is serving as director of the Small Business Administration HUBZone program for the Obama administration. He is also the founder and former managing director of Accordence, a negotiation consulting and training firm. Lum lives in the San Francisco Bay area.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Collaborative Negotiations
By Rebecca of Amazon
If you are alive you've probably negotiated for something. Whether you wanted some candy as a child or you put an offer on your dream house as an adult, you probably used skills you didn't even know you had. This book helps you see things from another person's perspective. It teaches you what effective negotiators say and do. It helps protect against stalemates and shows the importance of asking questions before counter offering. I found this book helpful to understand real-life situations. Anything is possible if you have the right strategy.
~The Rebecca Review
3 of 5 people found the following review helpful.
I not recommend its purchase
By Estu
is quite basic and, except in the last chapters, adds nothing new to the usual theories of negotiation. The "OK thing" is that the author use some good examples of real life negociation.
If this is your first book you'll read about negotiation, forward! but if you want depth, the book is a waste of time
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