| Description |
xxii, 288 pages : illustrations ; 24 cm |
| Contents |
1. Negotiation: Definitions, Terms and Approaches 2. Positional Negotiation 3. Interest-Based Negotiation 4. A Constructive Negotiation Process 5. Preparing for Negotiation 6. Negotiation: Larger-than-Life Communication 7. Deepening Negotiator Awareness and Skills 8. Decision-Making in Negotiation: Storytelling, Emotions, Memory and Persuasion 9. Culture, Sex, Gender and Intersectional fluency - the language of the Constructive Negotiator 10. Tough Skills for Tough Negotiations 11. Multiparty and Team Negotiations 12. Ten Principles for Constructive Negotiators |
| Summary |
Negotiation - Strategy Style Skills 3rd ed provides the reader with the tools to confidently engage in constructive and principled negotiation practice. Negotiation is the principal day-to-day activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioural styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner |
| Analysis |
Australian |
| Notes |
Includes index |
| Bibliography |
Includes bibliographical references (pages 273-275) and index |
| Subject |
Conciliation (Civil procedure)
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Conciliation (Civil procedure) -- Australia.
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Conflict management -- Australia.
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Conflict management.
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Mediation -- Australia.
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Mediation.
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Negotiation -- Australia.
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Negotiation.
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Persuasion (Psychology)
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| Author |
Fox, Kenneth H., author
|
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Howieson, Jill, author
|
| ISBN |
9780409338256 |
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