Negotiation Basics: Concepts, Skills, and Exercises Paperback Book

**Negotiation Basics: Concepts, Skills, and Exercises**Author: Ralph A. JohnsonPublisher: SAGE Publications IncCategory: Communication Studies, Communication Studies, Psychology, Social, Group Or Collective Psychology, Business Negotiation, Popular PsychologyBook Format: PaperbackPresenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems. Transforming Problems into Negotiating Opportunities Identifying and Pursuing Useful Negotiating Goals Finding and Using Information Making Cost-Benefit Decisions Building Credibility to Enhance your Power Fitting Strategies to your Situation and Personal Style Choosing the Appropriate Tactics Organizing Constituents for Representative Bargaining Searching for Secrets to Break Impasses Using an Outside Party When You Need One Conclusion Creating a Positive Negotiating Climate Table Of ContentsTransforming Problems into Negotiating Opportunities Identifying and Pursuing Useful Negotiating Goals Finding and Using Information Making Cost-Benefit Decisions Building Credibility to Enhance your Power Fitting Strategies to your Situation and Personal Style Choosing the Appropriate Tactics Organizing Constituents for Representative Bargaining Searching for Secrets to Break Impasses Using an Outside Party When You Need One Conclusion Creating a Positive Negotiating Climate