The Negotiation Toolkit : How to Get Exactly What You Want In Any Business or Personal Situation

The word "negotiation" is rooted in the Latin negotium, meaning "not leisure"(as in, that which is not leisure is business). In Old French, "negociacion" meant "dealing with people." Both definitions, though archaic, are right on the mark because the fact is that all dealings between people--whether social or business--constitute negotiation. The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn: \* the "golden rule" of negotiation \* three fundamental questions of negotiation \* when not to negotiate \* eight behaviors of star negotiators, and much more. Written in a lively, entertaining style, this book will help anyone--even unnatural negotiators--triumph at the bargaining table. As the title implies, this book gives you the tools you need - in the form of information and tactics - to negotiate effectively. No matter what line of work you're in, you'll benefit from the negotiation principles, strategies and styles that Roger J. Volkema presents in an easy-to-read format. He includes exercises that you can use to test your comprehension of the material and to start developing your skills. His chapters on ethics and cross-cultural negotiations, while general, provide an intellectual starting point for further investigations. This book will give you a basic foundation for effective negotiation, but if you're in a business that demands the skill, you'll want to follow up with some more advanced reading and training. Nevertheless, getAbstract recommends this book to anyone who feels a little overwhelmed whenever they find themselves across the table from a negotiating adversary, whether it's your boss, an employee a customer or - gulp! - your spouse The Negotiation Toolkit offers a fresh new approach to mastering the arts of bargaining and negotiation. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn: the "golden rule" of negotiation -- three fundamental questions of negotiation -- when not to negotiate -- eight behaviors of star negotiators, and much more. Written in a lively, entertaining style, this book will help anyone -- even novice negotiators -- triumph at the bargaining table.

The word negotiation is rooted in the Latin negotium, meaning not leisure(as in, that which is not leisure is business). In Old French, "negociacion" meant dealing ...

Biography

ROGER J. VOLKEMA (Washington, DC) is a professor of management at American University and a private consultant to business and government. He regularly conducts courses, seminars, and workshops on negotiation, mediation, and conflict management.

The word negotiation, or a variation of it, is used or encountered in some circles almost daily.