The Negotiation Fieldbook: Simple Strategies to Help Your Negotiate Everything

Paperback | October 14, 2004

byGrande LumIntroduction byRoger Fischer

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Fresh perspectives and guidance for one of today's most essential business skills--negotiation

Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides yous with no-nonsense guidance that can be difficult, if not impossible, to find.

The Negotiation Fieldbook explains how to create more value at the table by leading a negotiation first to collaboration and then to agreement. Offering concise, straightforward coverage of a topic too often shrouded in confusion and mystery, this hands-on book describes:

  • Essentials negotiators must focus on to be successful
  • How to sequence each move, from first to last
  • Techniques for rescuing a negotiation that has broken down

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From the Publisher

Fresh perspectives and guidance for one of today's most essential business skills--negotiationVirtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each ph...

From the Jacket

Praise for The Negotiation Fieldbook:Experience and expertise shine through in this powerful book.--Deborah D. McWhinney, President, Schwab InstitutionalA simple and effective process for achieving win-win outcomes in any negotiation.--Sam Reese, CEO, Miller HeimanThe workbook approach and real life examples used in this guide are exce...

Grande Lum is a cofounder and principal of ThoughtBridge, a leading negotiation consultancy and training provider.

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Format:PaperbackDimensions:204 pages, 9 × 6 × 0.52 inPublished:October 14, 2004Publisher:McGraw-HillLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:007144114X

ISBN - 13:9780071441148

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"Experience and expertise shine through in this powerful book."