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Best Practice Workplace Negotiations
American Management Association Self-Study, March 2010, Pages: 162
The ability to negotiate is an important element of success for every leader, manager, supervisor, project manager, and employee as they deal with customers, suppliers, and one another. Negotiation is often the key to settling disputes, resolving conflict, allocating scarce resources, and making tough decisions. And in today’s workplace, where employee empowerment and team-based work are increasingly important, there are many more occasions in which informal negotiations are necessary in order to get things done.
“Best Practice Workplace Negotiations” offers a systematic approach to developing negotiating skills. It serves as an introduction to current best practices in negotiation that can be applied across a broad range of business situations.
This up-to-the-minute course covers win-win vs. win-lose negotiations; the BATNA concept (best alternative to a negotiated agreement—what every negotiator should have in mind before entering into any negotiation); walk-away price, or reserve point; negotiation as a logical set of process steps—preparation, initial moves, application of tactics, and post-deal evaluation; and the power of persuasive communication in negotiations.
Throughout the course, cases, assessments, exercises, ‘Think About It’ sections, and Negotiating Tips offer students opportunities for practice, feedback, and practical application.
Richard Luecke has spent most of his career in the publishing industry: first as a salesperson, then as an editor, and ultimately as a writer. His books have been published by Oxford University Press, John Wiley & Sons, Harvard Business School Press, and AMACOM. He has also written articles published by Harvard Management Update and Consulting to Management. Most of his work involves collaborations with business school faculty, management consultants, and corporate executives. Recent clients include Harvard Business School Publishing, Massachusetts Institute of Technology, Marsh, Mercer Human Resources Consulting, Northeastern University, and Babson College.
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