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Book synopsis

Negotiation involves two parties who each have something that the other wants, trying to reach a mutual agreement to exchange, through a process of dialogue and bargaining. To negotiate successfully you need a game plan - your ultimate aim and a strategy for achieving it. The key to effective negotiating is having a negotiation strategy, understanding the difference between 'positions' and 'interests', knowing how to make concessions, managing negotiation deadlocks, and having respect for the negotiation relationship. It would be expected that participants would have completed Level 100 - Negotiating for Success as a pre-requisite. This Learning Short-take combines self-study with workplace activities to develop skills successful negotiating. Participants will add to their toolkit of basic negotiation techniques by further exploring the BATNA (Best Alternative to a Negotiated Agreement) concept for improved negotiation outcomes plus other advanced negotiating skills. Participants will learn how to prepare for their next negotiation, to protect themselves from accepting terms which are unfavorable, avoid rejecting terms that they would be wise to accept, and be flexible enough to permit exploration of creative alternatives. This Learning Short-take is designed for completion in approximately 90 minutes.

Book details

Book category Books in English Society & social sciences Education Organization & management of education

• Full title: Negotiating for Success - The Next Step
• Author: Catherine Mattiske
• Language: English
• Binding: Paperback
• Number of pages: 100
• EAN: 9781921547164
• ISBN: 1921547162
• ID: 12485353
• Publisher: TPC - The Performance Company Pty Limited
• Weight: 127 g
• Dimensions: 216 × 140 × 7 mm
• Date of publishing: 04. April 2010

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