Negotiating and Influencing Skills: The Art of Creating and Claiming Value

by Bradley C. McRae

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 a

208 pages, Paperback

First published January 1, 1997

Reviews

[Tawfiq elBastaki · Rating 1 out of 5]

I was asked to evaluate the book by a vocational training center.

Not impressed with the book. It is a manual with many forms to fill in and instructions to fill them in. The questions on the forms, which take up a big space in the book, sound more like interview questions. Even if they are answered, you receive no feedback on how good or bad you are doing. In the end, you are left with a dilemma. Not suitable for training purposes. The book is overpriced.