Negotiating and Influencing Skills: The Art of Creating and Claiming Value

by Bradley C. McRae and Brad McRae

Book Overview

Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style...

• Format: Paperback
• Language: English
• ISBN: 0761911855
• ISBN13: 9780761911852
• Release Date: October 1997
• Publisher: Sage Publications, Inc
• Length: 208 Pages
• Weight: 0.80 lbs.
• Dimensions: 0.6" x 6.0" x 9.0"

Customer Reviews

Good book that is straight to the point and provides practical advice

This is a great book for any level. It provides great examples and plenty of opportunities for experiential learning. Very easy to follow