James G. Patterson - How to Become a Better Negotiator (Worksmart Series)
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How to Become a Better Negotiator (Worksmart Series)
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Learning how to negotiate for what you want is a critical skill if you want to get ahead. This guide explains the purpose of negotiating as well as the three characteristics common to all great negotiators, five ways to handle conflict, three games negotiators play, why adopting a win-win attitude will help build better relationships, and how to plan and carry out a successful negotiation strategy.
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How to Become a Better Negotiator WorkSmart Series
author
:
Patterson, James G.
publisher
:
AMACOM Books
isbn10 | asin
:
0814478395
print isbn13
:
9780814478394
ebook isbn13
:
9780585040622
language
:
English
subject
Negotiation in business.
publication date
:
1996
lcc
:
HD58.6.P38 1996eb
ddc
:
658.4
subject
:
Negotiation in business.
Page i
How to Become a Better Negotiator
Page ii
The WorkSmart Series
The Basics of Business Writing
Commonsense Time Management
Effective Employee Orientation
Essentials of Business Budgeting
Essentials of Total Quality Management
Fundamentals of Project Management
Goal Setting
Great Customer Service on the Telephone
How to Become a Skillful Interviewer
How to Manage Stress for Success
How to Recognize & Reward Employees
How to Speak and Listen Effectively
The Power of Self-Esteem
Productive Performance Appraisals
Resolving Conflicts on the Job
The Successful New Manager
Successful Team Building
Working With Difficult People
Page iii
How to Become a Better Negotiator
James G. Patterson
amacom American Management Association The WorkSmart Series New York Atlanta Boston Chicago Kansas City San Francisco Washington, DC Brussels Toronto Mexico City
Page iv
This publication is designed to provide accurate and authoritative information in regard to the subject matter covered It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought
Library of Congress Cataloging-in-Publication Data
Patterson, James G. How to become a better negotiator /James G Patterson p cm(WorkSmart series) Includes bibliographical references ISBN 0-8144-7839-5 1 Negotiation in business. I Title. II Series. HD58 6 P38 1996 658 4dc2095-51787 CIP
1996 AMACOM, a division of American Management Association. New York All rights reserved Printed in the United States of America
This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019
Printing number
10 9 8 7 6 5 4
Page v
Contents
Preface
vii
Chapter 1 Communication Styles and Negotiating
1
Chapter 2 Listening as a Primary Negotiating Skill
11
Chapter 3 Understanding Conflict Management
21
Chapter 4 The Importance of Assertiveness in Negotiations
34
Chapter 5 Getting Down to Business: Let's Negotiate!
46
Selected Readings
67
Page vii
Preface
If you think about it, you'll realize that you negotiate all the time, every day. You negotiated to get your job and a raise. You negotiate with coworkers about where to have lunch. You negotiate with your spouse and other loved ones about where to take a vacation. Almost all of us have negotiated the purchase of an automobile or a house
Most of us hate to negotiate. Why is that? For one thing, negotiation isn't a skill we were taught, like writing or reading. We were supposed to just "pick it up." Our discomfort may also result from unpleasant experiences with negotiation. Or it may stem from our upbringing; weren't we all taught to try to get along, to avoid confrontation, to want to be liked? Some of us may see negotiation as a war and worry about ruining a relationship without even getting what we want.
The goal of winning negotiations ought to be a "win-win" outcome in which both sides feel they got the best deal possible. Win-win deals preserve and even enhance ongoing long-term relationships.
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