Making Negotiation Happen (a Simple & Effective Guide To Successful Negotiating)

Every human interaction involves negotiation. Whether you are deciding the venue for the office party or conducting complex enterprise bargaining, success is built with the same primary skills. In Making Negotiation Happen Laurie Dicker explains how effective negotiation works. He provides the tools and processes to create a problem-solving culture at your workplace. Find out how to bargain from a position of strength-without resorting to unethical tactics.In this highly practical guide, Laurie Dicker lets you in on all the secrets of the effective negotiator, including how to counter just about every negotiating ploy in the book while maintaining your own credibility and building lasting, productive alliances. Making It Happen books provide you with the inspiration, ideas and tools to generate positive change. The books in this series are written with a practical focus so that you can learn about the theory, advantages and pitfalls of the subject matter in order to create an action plan that is right for your workplace. About Author: €¢ Introduction • Chapter 1 Negotiating for workplace success • Negotiating at work • Principles of negotiating at work • Characteristics of effective negotiators • Competition or cooperation • Chapter 2 Understanding Negotiation • From differences to agreement • Setting the limits • Bargaining from a position of strength • Ethics • When culture counts • Third parties • Chapter 3 Negotiating strategies • Practical implementation • Getting to the table • Strategies for negotiation • Persuasion and persistence • Chapter 4 Programming negotiation • Establishing credibility • Developing a problem-solving culture • Mapping your approach • Development programs • Contracting and tendering • High-stakes negotiations • Chapter 5 Activities About the Author Laurie Dicker, BA, Mcomm, DipT, is the director of his own management, training and development consultancy, Dicker Development, which specialises in conducting development programs in the areas of conflict resolution, negotiation, mediation, dealing with difficult people, change management and career transition.