Negotiating Skills for Managers Paperback - 2002

From the rear cover

Negotiating Techniques for Achieving Buy-In from All Sides--While Ensuring Your Primary Goals are Accomplished

The skill to negotiate effectively is essential in today's give-and-take management environment. Negotiating Skills for Managers provides the tools you need to understand and prepare for each negotiation, along with proven methods to subtly and skillfully guide it to a successful conclusion. Turn to this latest addition to McGraw-Hill's skills-based Briefcase Books series for hands-on techniques you can utilize to:

• Discover each party's hot button issues, and ensure they are addressed and satisfied
Overcome cultural barriers to develop understanding and agreement between parties
• Use The Interest Map(c)--A crucial tool for preparing an airtight pre-negotiation strategy

Effective negotiation shouldn't be a hard-fought battleground, with one side bent on destroying the other. Let Negotiating Skills for Managers show you how to negotiate with tact and skill, accomplishing your own personal and organizational objectives while creating non-adversarial agreements that will stand the test of time and the destructive pressures of the marketplace.

Briefcase Books, written specifically for today's busy manager, feature eye-catching icons, checklists, and sidebars to guide managers step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:

• Clear definitions of important terms, concepts, and jargon
Tips and tactics for conducting successful negotiations
• Insider tips for implementing this book's practices
Practical advice for minimizing negotiation mistakes
• Warning signs for where things could--and often do--go wrong
Stories of negotiations that have gone well--or not so well
• Procedures, techniques, and tactics you can use in your next negotiation