The Road to Success
Kendall/Hunt Publishing Co ,U.S.
978-1-4652-9823-2 (ISBN)
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Think about what it felt like the first time you sat behind the steering wheel of a car. It was exciting because driving a car allowed you to go different places. Driving was frightening because of your new responsibilities and the possibility of making mistakes that could lead to an accident.The Road to Success: Learning how to Become an Effective Negotiator aimed at the undergraduate population, compares learning to negotiate to learning to drive. Like driving, negotiation is a teachable skill that involves self-assessment, situation assessment, and lots of practice.
Like a driver's education course, the reader will review some of the basic principles of negotiations – the "rules of the road" – on their road trip to negotiation success and have the opportunity to practice the art of negotiating through negotiation exercises, case studies, and discussion questions found in the online component of The Road to Success: Learning how to Become an Effective Negotiator.
The Road to Success: Learning how to Become an Effective Negotiator navigates the terrain of distributive bargaining, (negotiating a lease, buying a car), integrative negotiations (multiple issue negotiations that focus on joint gain), preparation strategy, trust, ethics and cultural issues. It is flush with examples, cases and exercises that will educate and challenge the novice negotiator.
Chapter 1 Recognizing You Are on the Road
Chapter 2 What Type of Driver Are You?
Chapter 3 What Kind of Trip Are You Taking? The Short versus the Long Haul
Chapter 4 The Challenges of Cross-Country Driving
Chapter 5 Preparing to Drive the Negotiation Streets and Highways
Chapter 6 Reading the Road Map, Watching for Billboard Signs, and Learning When to Take the Back Roads
Chapter 7 What If You Are Driving a Scooter and They Are in a Semi-Truck? Power, Leverage, and Influence in Negotiation
Chapter 8 What If They Don't Obey the Rules of the Road? Trust, Ethics, and Reputation in Negotiation
Chapter 9 Objects in the Mirror May Be Closer than They Appear: Perceptions, Biases, and Communication in Negotiation
Chapter 10 Understanding What It Is Like to Drive on the Other Side of the Road: Gender and Cultural Differences in Negotiation
Chapter 11 Driving Defensively: Negotiating Your Way through Conflict, Emotional Situations, and Difficult Negotiators
Chapter 12 Who Do You Call When You Are in Unfamiliar Territory, When You Are Stuck in a Traffic Jam, or When Your Car Breaks Down?
Chapter 13 The End of the Road—Where We've Been and Future Journeys
Glossary
| Erscheint lt. Verlag | 30.8.2020 |
|---|---|
| Verlagsort | Iowa |
| Sprache | englisch |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management |
| Wirtschaft ► Volkswirtschaftslehre | |
| ISBN-10 | 1-4652-9823-1 / 1465298231 |
| ISBN-13 | 978-1-4652-9823-2 / 9781465298232 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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