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Negotiating Skills for Managers (Briefcase Books Series) (Paperback)

by Steven Cohen (Author) "Paul Murphy is on an extended business trip and getting pretty sick of staying in hotel rooms that all look alike even though they're in..." (more)

4.0 out of 5 stars See all reviews (2 customer reviews)

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Product details

Paperback: 180 pages
Publisher: McGraw-Hill Professional (1 April 2002)
Language English
ISBN-10: 0071387579
ISBN-13: 978-0071387576
Product Dimensions: 22.8 x 15 x 1.6 cm

Average Customer Review: 4.0 out of 5 stars See all reviews (2 customer reviews)

Amazon.co.uk Sales Rank: 293,154 in Books (See Bestsellers in Books)

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This item is part of The Briefcase Books Series.

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Product Description

Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today's most valuable talents. Negotiating Skills for Managers explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.

From the Publisher

 Sidebars that are designed to break up the narrative and provide extra information, such as a definition, a tip, an anecdote, or a caution.  Easy-to-read in one weekend or less.  Written specifically to help managers understand the whys and hows of managing multiple projects.  Includes numerous easy-to-use tools for managing multiple projects.

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Inside This Book (Learn More)

First Sentence
Paul Murphy is on an extended business trip and getting pretty sick of staying in hotel rooms that all look alike even though they're in different cities. Read the first page

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	61% buy the item featured on this page: Negotiating Skills for Managers (Briefcase Books Series) 4.0 out of 5 stars (2) �6.20
	13% buy Getting to Yes: Negotiating an Agreement Without Giving In 4.6 out of 5 stars (17) �5.74
	11% buy Negotiating Skills (Essential Managers) �5.39
	8% buy Negotiation: Your Mentor and Guide to Doing Business Effectively (Harvard Business Essentials) 4.0 out of 5 stars (1) �7.77

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6 of 6 people found the following review helpful:

4.0 out of 5 stars Lots of repititions - but worth it, 15 Jul 2002

By	"korjonen" - See all my reviews

Without the repititions the book would be some 20 pages slimmer I guess. If you read the book within one weekend like I did it is quite annoying.
The book contained very little new, but it was good to read about everything in one go - not having to go through 25 pieces of literature. The book needs to be read more often than once to take its effect.
I absolutely recommend the book to anybody who needs to know about negotiation, communication and behavior ... and it's not only for managers.
I missed to read more about BATNA (Best Alternative To a Negotiated Agreement), which is a/the key term of the book and which was the only new one to me.
I will read the book again. It provides you with all the basics.

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2 of 2 people found the following review helpful:

4.0 out of 5 stars Good for beginners, 1 Mar 2005

By	"alialiii" - See all my reviews

I think this book was really good for somebody who knows nothing about negotiating. I agree with the comment that it has a lot of repetition, but still repetition is the mother of all the learning. Isn't it? I also agree that this book is not the best choice for somebody who has studied negotiation before, because the repetition may annoy a bit.

I liked the checklists after every chapter. They are really handy when reviewing what your have just learnt and also when reviewing before each negotiation.

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