A Professional's Playbook
AUTHOR: Tirella, Russ and Bates, Gary D.
PUBLISHER: American Society of Civil Engineers
Also available at Amazon.com
When it comes to negotiation, a good strategic game plan can overcome tactical errors. Win-Win Negotiating helps the professional to train and prepare the team for the game, to read and interact with the opposition, and, most importantly, to define winning and losing before, during, and after the negotiation.
Tirella and Bates discuss offensive and defensive strategies and demonstrate that a winning game of negotiation produces no losers if the game is played right--it's a win-win game for each side. A series of appendices provide various check lists and ideas for improving negotiation skills referred to in the main portion of the book.
Managers, supervisors, consultants, and other professionals in fields ranging from construction administrtation to engineering management and human resources will find this book to be a rich examination of human nature and a valuable aid to negotiating anything in life.
About the Authors
O.C. Russ Tirella is executive vice president for Global Management Services, Inc., and a former chief financial officer for CH2M Hill International.
Gary D. Bates is a partner in the management consulting firm of Roenker Bates Group.
PUBLICATION DATE: 1/1/1993
CATEGORY: Business & Economics, Language Arts & Disciplines, Psychology