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The Savvy Negotiator Building Win/Win Relationships
William F. Morrison
ISBN: 0-275-98800-7
ISBN-13: 978-0-275-98800-5
220 pages
Praeger Publishers
Publication: 11/30/2005
List Price: $36.95 (UK Sterling Price: £25.95)
Discount Price: $18.48 Sale Price for U.S. Customers Only. Save 50%. Ends 12/31/2009.
Availability: In Stock
Media Type: Hardcover
Also Available: Ebook
Trim Size: 6 1/8 x 9 1/4
Subjects:
Description: Life is a series of negotiations—from who will make the morning coffee to the landing of a multi-million-dollar contract. Each successful negotiation is a victory, but how is success measured? And after a negotiation is completed, what are the implications for the future? In The Savvy Negotiator, William Morrison addresses these questions in the context of two simple, but profound, ideas: (1) We negotiate to set the ground rules for a future relationship; (2) We negotiate to satisfy our needs. In other words, a negotiation is not simply a transaction, but an opportunity to develop a dynamic relationship; whatever the outcome, there will be future effects. If a negotiation is not designed to provide some benefit to the negotiator, there is no reason to engage. Morrison develops these themes against the backdrop of a general evolution in negotiation theory and practice—from an antagonistic WIN/LOSE approach to the more collaborative WIN/WIN approach. Through dozens of engaging examples, from business and other areas (such as home and car buying), he demonstrates the eight key concepts that underlie any negotiation, and offers many practical strategies for conducting successful and satisfying negotiations in virtually any situation. Along the way, he highlights such timely issues as the role of ethics in negotiation and the impact of the Internet on communication dynamics.
Table of Contents:
  • Acknowledgements
    Introduction
    Section One: Achieving Success in the 21st Century
    Negotiation in the 21st Century
    Winning Concepts
    The Power of Questions
    Ethics and Negotiations
    Winning Your Day to Day Negotiations
    Day-to-Day Negotiation Situations
    Telephone and Written Negotiations
    Winning Concepts Summary
    Final Thoughts
    Summary: Keys to Success
    Index
About the Author: William F. Morrison is a lecturer in the Department of Organization and Management in the College of Business, San Jose State University, where he teaches courses in negotiation, management, and operations. He has also taught at Golden Gate University, the University of California-Berkeley, and Menlo College. The author of two books on negotiation—The Prenegotiation Planning Book and The Human Side of Negotiations—he served in management positions at Westinghouse for 37 years and currently conducts negotiation and management training programs for corporations and industry groups.
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