You are here

Disable VAT on Taiwan

Unfortunately, as of 1 January 2020 SAGE Ltd is no longer able to support sales of electronically supplied services to Taiwan customers that are not Taiwan VAT registered. We apologise for any inconvenience. For more information or to place a print-only order, please contact uk.customerservices@sagepub.co.uk.

Negotiating and Influencing Skills
Share
Share

Negotiating and Influencing Skills
The Art of Creating and Claiming Value

  • Brad McRae - McRae and Associates, Halifax, Nova Scotia


November 1997 | 208 pages | SAGE Publications, Inc
Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach.

Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies are used to illustrate the key learning points. An annotated bibliography and a glossary of terms are included.

 
Introduction
 
Creating and Claiming Value
 
Assessing Your Current Negotiating Style
 
Principles and Techniques to Create and Claim Value
 
Dealing with Difficult People and Difficult Situations
 
Developing Higher-Order Skills
 
The Power of Commitment
 
Conclusion

For instructors

Purchasing options

Please select a format:

ISBN: 9780761911852
£128.00
ISBN: 9780761911845
£185.00

SAGE Knowledge is the ultimate social sciences digital library for students, researchers, and faculty. Hosting more than 4,400 titles, it includes an expansive range of SAGE eBook and eReference content, including scholarly monographs, reference works, handbooks, series, professional development titles, and more.

The platform allows researchers to cross-search and seamlessly access a wide breadth of must-have SAGE book and reference content from one source.

SAGE Knowledge brings together high-quality content from across our imprints, including CQ Press and Corwin titles.