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Principles of Negotiation

Principles of Negotiation

Principles of Negotiation Strategies, Tactics, Techniques to Reach Agreement

Author: Matthew Guasco; Peter Robinson
Publisher: Entrepreneur Press
ISBN: 9781599181387
Published In: October 2007
Format: Hardback , 288 pages
Jurisdiction: U.S. ? Disclaimer:
Countri(es) stated herein are used as reference only

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About the book

Settle Disputes and Negotiate Better Deals

The essential steps in negotiation preparation
Diagnosing your strengths and weaknesses and developing a negotiation plan
A thorough analysis of competitive and cooperative negotiation, and tips on choosing the best course for a particular situation
Strategically managing behavior at the negotiation table to shift the outcome in your favor

These effective negotiation strategies ensure that you come out on top of any negotiation.

Sample Documents on CD-ROM!

Negative Behaviors and Tactics Problem-Solving Tool
Closing Checklist
Negotiation Preparation Checklist
Negotiation Strategy Assessment Tool

For 30 years, Entrepreneur has provided the most trusted business advice available to business owners. Our legal guides continue that tradition by offering current and cost-effective legal advice so you can resolve the business and legal issues you face on a daily basis. We also help you identify when it's in your best interest to seek the personalized advice and services of a practicing lawyer.

Matthew P. Guasco is an attorney and professional mediator and arbitrator who has handled more than 700 disputes. He is an adjunct professor of negotiation and mediation at Pepperdine University School of Law.

Peter R. Robinson is the managing director of the Straus Institute for Dispute Resolution and associate professor at Pepperdine University School of Law. He has served on the boards of the California Dispute Resolution Council and the Southern California Mediation Association, which recognized him as 'Peacemaker of the Year.'

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