Tork & Grunt's guide to effective negotiations : mammoth strategies / Bob Harvey.

Format:

Book

Author/Creator:

Harvey, Bob, 1944 February 21-

Language:

English

Subjects (All):

Negotiation in business.

Business communication.

Physical Description:

1 online resource (209 p.)

Place of Publication:

London : Marshall Cavendish Business, 2008.

Language Note:

English

Summary:

'Tork & Grunt's Guide to Effective Negotiations' is a story told through the lives of Tork and Grunt and their fellow cave-people, because people have negotiated since cavemen fought for food. Tork and Grunt explain how their mammoth strategies can work for modern-day scenarios like buying houses and getting promoted.

Contents:

Cover

Contents

Introduction

Part One - Background to negotiation

1. Fundamentals of negotiation

2. Who is this person?

3. What's this all about?

Part Two - Preparation for negotiation

4. Knowing what you want

5. Establishing what the other side wants

6. Information and opportunities

7. Establishing a measurable way of judging the outcome

8. Knowing and believing your Walk-Away Option

Part Three - Doing the deal

9. Playing games and handling gamesmanship

10. Handling personalities and working as a team

11. Strategies, tactics and handling foul play

PART FOUR Summarizing the process

12. Tork and Grunt pass it on

Acknowledgements

About the author.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Includes bibliographical references.

ISBN:

9789814312370

9814312371

9780462093901

0462093905

OCLC:

694144743