- Paperback: 96 pages
- Publisher: Chartered Institute of Personnel & Development; New edition edition (1 Sep 1998)
- Language English
- ISBN-10: 085292755X
- ISBN-13: 978-0852927557
- Product Dimensions: 19.4 x 12.4 x 1 cm
- Average Customer Review: 1.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: 953,863 in Books (See Top 100 in Books)
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Product Description
Product Description
Develop the critical skills you need to manage your staff effectively, bargain successfully with colleagues or deal tactfully with superiors.
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Customer Reviews
Most Helpful Customer Reviews
19 of 19 people found the following review helpful
Format:Paperback
It is not often that I find myself writing a review on a book that I didn't find useful, but sadly, this is one of those occasions. This is of course a small book, designed like other IPD books in the series to provide an introduction to the subject, and it would be unfair to compare it to more in depth volumes. Unfortunately however, this book grated on me from the first page as it actually reinforces the perception of negotiation as a contest of wills. With advice such as casually let the other party know that key influential people support your view and the classic phrase that "achieving agreement requires people to accept the reality of views different from their own...", this is not a book I would recommend to anyone in the 21st century.
In fairness the author does pay lip service to the need for mutual understanding, building rapport and seeing the problem from all sides, but he offers little advice on how to achieve these. In fact, the book doesn't really cover rapport - or how to build it - at all, and body language (which accounts for 55% of communication), was covered in a single paragraph. (I feel a bit like the proverbial pot though now as I'm probably not doing a great job of building rapport with the author).
On a positive note, I am grateful to this book for introducing me to the word Attitudinally (which I couldn't at first believe was a word - but it is). However, I'm not sure it is a word I shall be using regularly in the future, and it probably doesn't justify the £5.95 cover price.
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