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Negotiation : theories, strategies, and skills

Author: W D Pienaar; H I J Spoelstra
Publisher: Kenwyn [South Africa] : Juta, 1996.
Edition/Format:   Print book : English : 2nd edView all editions and formats

This text explains how power can be deployed during negotiation and how attitudes and behaviours can be changed through the use of a few step-by-step recipes. Both verbal and non-verbal strategies  Read more...


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Document Type: Book
All Authors / Contributors: W D Pienaar; H I J Spoelstra
ISBN: 070213578X 9780702135781
OCLC Number: 35821503
Description: xi, 270 pages : illustrations ; 23 cm
Contents: Part 1 Introduction to negotiation: the nature of negotiation; types of negotiation; conclusion. Part 2 Preparation for negotiation: negotiation as a process; the potential for negotiation; the preparation phase of negotiation; negotiation planning - a summary; actual negotiation; conclusion. Part 3 Negotiating for climate: introduction; phases of negotiation; the dynamic agenda; factors that will affect the climate during negotiation; conclusion. Part 4 Negotiating for common ground: introduction; framing and common ground; common ground questions; time and timing - the hidden dimensions of negotiation; power; conclusion. Part 5 Persuasive communication: introduction; opening proposals; presentation of information on issues; characteristics of the communicator; conclusion. Part 6 Handling conflict and aggression: introduction; the causes and consequences of dysfunctional conflict; conflict; handling conflict and aggression; handling conflict and co-operation through networking; conclusion. Part 7 Specialised negotiation areas: introduction; crisis bargaining; labour union negotiation; international negotiations; intercultural negotiation in southern Africa.
Responsibility: W.D. Pienaar, H.I.J. Spoelstra.


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