Negotiation is much more than making a deal; it′s a life skill.
Negotiation: Creating Agreements in Business and Life explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved.
Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life.
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Inhaltsverzeichnis
SECTION 1: INTRODUCTION
Chapter 1: Negotiations: Let’s Make a Deal!
Chapter 2: The Value of Negotiating: Getting the Real Deal
SECTION 2: NEGOTIATION BASE CAMP
Chapter 3: Preparing to Negotiate: Getting Ready
Chapter 4: Dividing Up the Pie: Getting Your Fair Share
Chapter 5: Creating Win-Win Agreements: Getting Creative
SECTION 3: NEGOTIATION MASTER CAMP
Chapter 6: Negotiation Styles: Getting to Your Strengths
Chapter 7: The Psychology of Persuasion: Getting into their Heads
Chapter 8: Communication & Trust: Getting Understanding
Chapter 9: Power and Ethics: Getting Empowered
Chapter 10: Leadership & Career Negotiations: Getting It Done
SECTION 4: NEGOTIATION CHALLENGE CAMP
Chapter 11: Managing Conflict and Mediation: Getting to Agreement
Chapter 12: Negotiating in Special Situations: Getting Specialized
Über den Autor
Marc Sokol, President of Sage Consulting Resources, LLC, has worked in large and small firms, in public and private sectors, in internal and external roles, and across 25 countries. He consults to Boards, CEOs, and C-level executives, helping them extend impact across the firms they lead. As an executive coach, he works with clients to address everyday negotiation in the organizations where they work. Past executive editor of the People + Strategy Journal, a publication of the Society of Human Resource Management (SHRM), Marc serves on the editorial boards of Consulting Psychology Journal and Organization Development Review. He is co-author and co-editor of several books including Strategic Workforce Planning: Best Practices and Emerging Directions, published in 2024. He is past president of Minnesota Professionals for Psychology Applied to Work, and 2024 president for Society of Consulting Psychology, a division of the American Psychological Association (APA). He has been elected a fellow of the APA and two of its divisions, the Society for Industrial Organizational Psychology, and the Society of Consulting Psychology. Marc also teaches Strategic Workforce Planning and Development for the American Bankers Association, Stonier Graduate School of Banking. He earned a Ph D in industrial-organizational psychology from University of Maryland, College Park.
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