The Savvy Negotiator

出版者:Greenwood Pub Group

作者:Morrison, William F.

页数:180

出版时间:2005-11

价格:$ 41.75

装帧:HRD

isbn号码:9780275988005

Presents practical strategies for conducting successful negotiations. Life is a series of negotiations - from who will make the morning coffee to landing a multi-million-dollar contract. Each successful negotiation is a victory, but how is that success measured? And after a negotiation is completed, what are the implications for the future? In "The Savvy Negotiator", William Morrison addresses these questions in the context of two simple, but profound, ideas: (1) We negotiate to set the ground rules for a future relationship; (2) We negotiate to satisfy our needs. In other words, a negotiation is not simply a transaction, but an opportunity to develop a dynamic relationship, whatever the outcome, there will be future effects. And if it is not designed to provide some benefit to the negotiator, there is no reason to engage. Morrison develops these themes against the backdrop of a general evolution in negotiation theory and practice - from an antagonistic WIN/LOSE approach to the more collaborative WIN/WIN approach. Through dozens of engaging examples, from business and other areas (such as home and car buying), he demonstrates the eight key concepts that underlie any negotiation, and offers many practical strategies for conducting successful and satisfying negotiations in virtually any situation. Along the way, he highlights such timely issues as the role of ethics in negotiation and the impact of the Internet on communication dynamics. This book provides readers with practical techniques for conducting more successful and satisfying negotiations. Lessons are applicable in both professional and personal life. It highlights such timely issues as the role of ethics in negotiation, and shows readers how to identify what is - and what isn't - a negotiation. It presents dozens of engaging examples from business and other fields.