In The Essence of Negotiation, Jean-Marie Hiltrop and Sheila Udall present a concise, step-by-step guide designed to enhance the practical negotiating skills every business manager needs. Covering areas such as preparation, strategy development, initiating discussions, building understanding, bargaining, and closing the deal, this book provides readers with essential tools and techniques for effective negotiation. It explores methods for negotiating within teams by organizing productive meetings and building consensus among participants. Addressing the common pitfalls of ineffective negotiation, the text examines the underlying principles and sequential stages of the negotiation process. It further delves into managing interpersonal negotiations, elaborates on the strategies used by successful negotiating teams, and discusses various approaches to handling multi-party and cross-cultural negotiations. With its practical focus and clear instructions, The Essence of Negotiation serves as a valuable resource for managers, as well as MBA and undergraduate students aiming to quickly master the art of negotiation.
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