On and Off the Record: Colosi on Negotiation
Editorial Reviews
Book Description
Do you know how to conduct an effective negotiation where you and the other party or parties get what you want?
It's not simply by knowing how to influence people. It's by understanding the process, structure, and management of negotiation that you will negotiate more successfully. ON AND OFF THE RECORD: COLOSI ON NEGOTIATION clearly details how to identify, understand, and manage the many relationships and angles that come into play as part of the negotiation process. (And it also teaches you how to inluence people!)
This latest edition of the classic handbook on negotiation is revised and updated with new statistics and additional innovative sections. ON AND OFF THE RECORD will assist you not only in business situations but in personal ones as well.
--This text refers to the
Paperback
edition.
From the Publisher
ON AND OFF THE RECORD: COLOSI ON NEGOTIATION, 2nd edition, is a unique treatment of a vitally important topic to every organization and businessperson. This book recognizes that the most serious discussions often take place away from the proverbial bargaining table--"off the record", perhaps over the telephone, in a corridor, at a restaurant. These more informal negotiations can take several forms and involve certain dynamics. The serious "on the record" negotiations between representatives sent "to the table" or ratifiers who send their representatives to negotiate have their own dynamics.
The reader will learn how satisfying bargains are struck--the ways successful negotiators move from position-based and interest-based bargaining, which usually takes place at the table, to expectation-based bargaining, which generally occurs away from the table when negotiators negotiate with their counterparts off the record.
Tom Colosi utilizes his experience in the field to weave his insights on theories of negotiation with his tried-and true-practical advice.
--This text refers to the
Paperback
edition.
On and Off the Record: Colosi on Negotiation
On and Off the Record: Colosi on Negotiation,Thomas R. Colosi,Kendall/Hunt Publishing Company,0840385854,Collective Bargaining,General,Legal Reference / Law Profession,Reference
English Books:
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