Negotiating for Success - The Next Step

Secrets of winning negotiations

Catherine Mattiske

$31.95 $29

Paperback

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English

Tpc - The Performance Company Pty Limited
01 December 2022

Teaching staff

Series: Learning Short-Take

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.

By: Catherine Mattiske
Imprint: Tpc - The Performance Company Pty Limited
Edition: 3rd ed.
Dimensions: Height: 216mm, Width: 140mm, Spine: 7mm
Weight: 127g
ISBN: 9781921547164
ISBN 10: 1921547162
Series: Learning Short-Take
Pages: 100
Publication Date: 01 December 2022
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

"Global business educator and author, Catherine Mattiske, is the founder of TPC - The Performance Company, a leading training and consulting organization that has worked with Fortune 100 companies worldwide. Established in 1994, TPC has offices in Sydney, Los Angeles, New York, London, Singapore, and Basel (Switzerland). Catherine is the author of more than 30 books, including the Learning Short-take(R) series and ""Unlock Inner Genius: Power Your Path to Extraordinary Success"". Discover your team's Genius Quotient at thegeniusquotient.com."

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Negotiating for Success - The Next Step

Secrets of winning negotiations

Catherine Mattiske

$31.95 $29

Paperback

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