Get It! Street-smart Negotiation at Work: How Emotions Get You What You Want - Softcover

Smith, Lacey T.

Softcover

ISBN 10: 0891062076 ISBN 13: 9780891062073

Verlag: Davies-Black, 2005

Inhaltsangabe

In the workplace, we spend the majority of our time in formal or informal negotiation - trying to persuade our customers, managers, peers, or employees to give us what we want. But despite its importance and the huge time investment it demands, most of us never learn what actually makes negotiation successful. Traditional strategies focus on logic, rational analysis, and game theory, minimizing the emotional aspects of negotiated interactions. Now Lacey Smith takes a fresh perspective. Emotions, he argues, can be harnessed to enable successful negotiation - and when this is done, the results are always better for both parties. Get It! Street-Smart Negotiation at Work examines the emotions that are part of all decision making, emphasizing the importance of recognizing real motivations behind stated positions. This requires a combination of skills - asking the right questions, building a rapport with the other party, and understanding their true interests, as well as your own. These are the skills of street-smart negotiators, those who can build deals and resolve issues in ways that often seem to defy logic. Drawing on years of negotiating in business, politics, and law, Smith distills 65 "Lessons from the Street" that make the process work. Eye-opening examples, called "Street-Smart Realities," drive these lessons memorably home. Using the techniques he outlines, you will maximize what you - and the other party - take away from the table. You will come to enjoy and be more productive at what you spend so much time doing at work. With this book's emotional insights and street-smart advice, you can Get It!

Über diesen Titel

Über die Autorin bzw. den Autor

Lacey T. Smith gleaned his understanding of negotiation from extensive experience in many sectors. He holds an MPA from Princeton University's Woodrow Wilson School and an LL.B from Harvard Law School, and studied negotiation at the Harvard Negotiation Project. Currently, he leads seminars on negotiation. An entrepreneur as well as an attorney, he has developed businesses in a wide variety of industries. His political career includes service as state senator and assistant attorney general in Kentucky. He has taught at Brandeis University, University of Louisville, and the Bellarmine University. Smith was also a reporter for The Minneapolis Tribune and The Louisville Times.

Details zur Ausgabe

• Verlag: Davies-Black
• Erscheinungsdatum: 2005
• Sprache: Englisch
• ISBN 10: 0891062076
• ISBN 13: 9780891062073
• Einband: Tapa blanda
• Anzahl der Seiten: 184
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: WordUnited GmbH; distribution@wordunited.com; ; Theodorstrasse 105; DUSSELDORF; 40472; Deutschland