Negotiation Skills in the Workplace

A Practical Handbook

AvLarry Cairns

Häftad, Engelska, 1996

Del i serien Pluto Handbooks

315 kr

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Beskrivning

More and more people are now involved in negotiations at all levels in workplaces around the world. Clear and accessible, this invaluable handbook provides sound guidelines for all individuals and group representatives engaged in negotiating with management or colleagues. Using case studies to illustrate each stage, Larry Cairns offers practical advice on every aspect of the negotiating process, from basic concepts through to closing and editing the deal, including; Planning and preparing for negotiations,resolving intra-group conflict, across-the-table negotiations, power and attitude in negotiations, negotiators and the law, implementing the deal.

Produktinformation

Utgivningsdatum:1996-09-20
Mått:135 x 215 x undefined mm
Vikt:244 g
Format:Häftad
Språk:Engelska
Serie:Pluto Handbooks
Antal sidor:184
Förlag:Pluto Press
ISBN:9780745310121

Utforska kategorier

Mer om författaren

Larry Cairns is a senior member of the Scottish Trades Union Congress. He has been a shop steward at Rolls-Royce and has had over 30 years experience of negotiating with companies of all sizes at local and national levels.

Recensioner i media

'A useful tool for trade unionists at all levels ... I'll be expecting to see some well-thumbed copies in branch offices over the next few years'

Innehållsförteckning

Introduction1. What are Negotiations2. Attitudes in Negotiation3. Resolving Intra-Group Conflict4. Power in Negotiations5. Planning for Negotiations: The Negotiating Team; Are we in a Negotiating Position?6. Preparing for Negotiations: Setting Objectives - Reconciling Priorities7. Across-the-Table Negotiations: Setting the Tone and Climate; The face-to-face Meeting; Presentation-Responses-Tactics; The Argument Stage - Achieving Fluidity; What is an Offer; Summarising; Adjournments; Deadlines8. Closing Negotiations: The Predicament of Failure to agree9. Editing, Ratifying and Implementing the Deal10. Venues - Facilities - Time and Communications11. Negotiators and the Law12. ConclusionsAppendicesAcknowledgementsFurther readingIndex