Successful Negotiating

by Career and Ginny Pearson Barnes EdD

Successful Negotiating teaches how to abandon the negative myths about negotiation and learn how to build relationships as well as get results. Become more confident and successful in every... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1564143597
• ISBN13: 9781564143594
• Release Date: March 1998
• Publisher: Career Press
• Length: 128 Pages
• Weight: 0.37 lbs.
• Dimensions: 0.3" x 5.2" x 8.2"

Customer Reviews

A Win-Win Approach To Negotiations

Ginny Pearson's 'Succesful Negotiating' provides a thoughtful approach to the subject that also works in practice. Describing negotiations in sufficient detail to allow the reader to determine whether or not the circumstances will allow a win-win outcome is invaluable. The importance of understanding -- of oneself and of the other parties to the negotiation -- is critical for a successful outcome. Pearson places the needed tools for negotiation within these pages and the experienced negotiator will pick them up and put them to work. Less experienced readers may need to carefully consider the cases and examples offered and will likely need to engage their own experiences before the full benefit of the book becomes clear. I use the text with a Collections training program which first introduces relevant case studies before presenting the 8 Steps which seems to help an understanding of this text, and generally results in a high level of satisfaction from our students. A subtle yet powerful description of the process of win-win negotiations.