Negotiating (Essential Managers)

Description

Improve your negotiation skills and land the deal, promotion or project.

Negotiation skills are essential for managing teams, persuading others and finding win-win solutions. The practical guide that gives you the tools you need to improve your
negotiation tactics.

Whether you re new to negotiating, or keen to enhance your existing skills, this is the guide for you. Inside you ll find:

- Practical, "how-to" approach that teaches you the skills you need to run a project successfully
- New spreads on negotiation online rather than face to face
- Step-by-step instructions, tips, checklists, and "Ask yourself" features show you how to make an impact
- Tables, illustrations, "in-focus" panels, and real-life case studies demonstrate and explain problem-solving and how to build confidence and get results

The illustrated guide to negotiating is the perfect tool for managers and business leaders. The slim compact format allows you to use this book as an on-hand reference whenever you need advice on mitigating decision traps and impasses. You ll discover how to improve your negotiating skills by defining your style, preparing properly, and designing your meeting structure. Plus, how to build relationships, develop trust, negotiate fairly, and tips on negotiating styles.

This business management book is packed with step-by-step instructions, tips, checklists and to show you how to persuade in business! Tables, illustrations, and real-life case studies further explain how to build confidence and get results.

Whether it s negotiating, managing people, or improving your leadership skills, DK s Essential Managers series contains the know-how you need to be a more effective manager and hone your management style.

About the Author

Dr. Benoliel is the author, co-author, and editor of the books titled, Negotiating (2009); The Upper Hand (2006), Done Deal: Insights from Interviews with the World’s Best Negotiators (2005), which was selected by The Chicago Tribune as one of the best business books of 2005; and Negotiation Excellence: Successful Deal Making (World Scientific Publishing, 2011). Some of Dr. Benoliel’s media interviews and appearances include: ABC News; Bloomberg Television; CAN TV; BusinessWeek; The Deal; The Washington Diplomat; Reuter; Straits Times (Singapore); and The Wall Street Radio Network.

He is an Associate Professor of Organizational Behavior and Human Resources Practice at Lee Kong Chian School of Business, Singapore Management University (SMU). He is the winner of SMU Innovative Teacher Award 2010. In 2008 and 2009 he was listed in the Lee Kong Chian Dean’s Teaching Honour List..

His more than 20 years of academic experience includes teaching Effective Negotiation at the undergraduate, MBA and MBA Executive Programs at SMU, The Johns Hopkins University (USA); and the University of Maryland University College (USA). He received his doctorate degree in Human Resource Development from The George Washington University (in Washington, D.C. USA) and his doctoral dissertation was selected as a finalist to the Donald Bullock Award.

He was trained in the Participant Centered Learning method at the Harvard Business School, Harvard University. He is also a certified mediator and trainer in Herrmann Brain Dominance Instument (HBDI). In 1991 he received the Special Achievement Award from The American Society for Training and Development (ASTD, D.C. Chapter).

He is an independent consultant and trainer in negotiation. Some of the organizations he had worked with are: Shell Oil; British Petrolium; BATA International; Applied Micro Devices; PTT Chemicals (Thailand); Prudential; Jurong Port (Singapore); FGV (Rio de Janiero, Brazil); Indian Oil; Project Management Institute (USA and Hong Kong); National Health Group (Singapore); Haba Group (Uganda); ETELS Training Networks (Malaysia); Citadel Elite (Malysia); Singapore Institute of Management (SIM); Mekong Capital (Vietnam); and Malaysia Oxygen.

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