Win-Win Negotiating: A Professional's Playbook

Abstract

• When it comes to negotiation, a good strategic game plan can overcome tactical errors. Win-Win Negotiating helps the professional to train and prepare the team for the game, to read and interact with the opposition, and, most importantly, to define winning and losing before, during, and after the negotiation.

  Tirella and Bates discuss offensive and defensive strategies and demonstrate that a winning game of negotiation produces no losers if the game is played right—it's a win-win game for each side. A series of appendices provide various check lists and ideas for improving negotiation skills referred to in the main portion of the book.

  Managers, supervisors, consultants, and other professionals in fields ranging from construction administration to engineering management and human resources will find this book to be a rich examination of human nature and a valuable aid to negotiating anything in life.

  This title is not available for download by the chapter.