Michael Schatzki, Wayne R. Coffey, «Negotiation: The Art of Getting What You Want»
Signet Books | ISBN N/A | Year 2005 | PDF | 160 Pages | 1,0 Mb
Michael Schatzki is an experienced professional negotiator. He has conducted negotiation training seminars and workshops for businesses, nonprofit organizations and professional groups throughout the country and provides consulting services to organizations on specific negotiating problems. He combines his ability as a trainer and teacher with more than 20 years of experience in a variety of management positions.
He has developed and conducted custom designed negotiation skills seminars for sales, purchasing, insurance, personnel, finance, training, engineering, contracting, real estate, government and regulatory relations, various professional groups and general management.
He is the author of Negotiation: The Art of Getting What You Want, originally published by Signet Books, and the Master Sales Negotiator audio program. Michael Schatzki received his B.A., Magna Cum Laude, from Haverford College, and an M.P.A. from the Woodrow Wilson School of Princeton University.
Table of Contents:
- PART I - Negotiation: the Life Skill
Introduction You Don't Have to Take No for an Answer
Chapter 1 You're Already on Your Way
Chapter 2 Free from Fear
- PART 11 - Setting the Stage
Chapter 3 An Overview of Negotiation
Chapter 4 The Settlement Range: The Best Friend Your Negotiation Will Ever Have
Chapter 5 Coping with Tension
Chapter 6 Meeting the Other Person: How Will He/She React?
- PART III - Mapping Out Your Action Plan
Chapter 7 Strategic Forces: Your Springboard to Successful Negotiating
Chapter 8 Making a Better Deal Possible
Chapter 9 Pulling Your Bargaining Levers
Chapter 10 Tactics: Your Tools for Getting What You Want
Chapter 11 Research and Planning: A Little Digging Goes a Long Way
- PART IV - Face to Face
Chapter 12 A Matter of Style
Chapter 13 At the Bargaining Table: Putting It All Together
PART V - The Negotiator's Workshop
Chapter 14 Ten Common Negotiations: How to Handle Them and Get What You Want
Epilogue: Parting Thoughts