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The
Negotiation Sourcebook |
This extensive collection of reading is designed for both those who negotiate and for those who design negotiation training programs. The article cover a cross section of the type of negotiations that today's business person is likely to encounter.
Subject Areas
- Approaches to negotiation
- The role of third parties
- Negotiating overseas
- The influence process
- Stakeholder negotiation
- Power and its uses
- Labor negotiation
- Planning and preparation
- Financial negotiations
- The negotiator's skills
- Tactics and how to deal with them
- Careers
- Negotiation training
REPRODUCIBLE Training Aids
- Planning workbook
- Case studies
- Worksheets
- Listing of additional training resources
