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Negotiation Basics : Concepts, Skills, and Exercises by Ralph A. Johnson is a book available to read on EtoBox.

What is Negotiation Basics : Concepts, Skills, and Exercises about?

It is a very practical book aiming to describe various ways of negotiating.... The author′s use of a conversational style makes for easy reading.... A useful and light book which serves as an introduction to the area. --Counselling at Work'Although the book′s format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives.'--Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers

Author

Ralph A. Johnson

Publisher

SAGE Publications, Incorporated

Published

1992

Language

EN

ISBN

9781452245942

Subjects

Language Learning, Psychology, Technology