Overview

"The definitive hands-on guide on the art of negotiating--with critical updates for today's business landscape Confident, skillful, collaborative negotiation has never been more important than it is today. It's all about steering a negotiation first to collaboration and then to agreement--a much more effective tactic than ""dominating"" the process. Written for business professionals of all levels, The Negotiation Fieldbook, Third Edition retains the concise, straightforward writing that made the previous two editions so popular and includes brand-new new content on leverage in negotiations; identity-based and cross-cultural negotiating; negotiating with a clear conscience; and holding negotiations on digital platforms like Zoom and email. It also includes an entirely new section on becoming an ""All-Pro"" negotiator, packed with advice on advancing your skills to the next level, including: - Enhancing Your Negotiation Mindset - Habits of Highly Effective Negotiators - Negotiating Remotely - Emotional Intelligence in Negotiation - Negotiating Rationally The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all."

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9781265962623

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Grande Lum is the cofounder of Ki ThoughtBridge and Accordence, Inc., and serves as senior partner for the Rebuild Congress Initiative. He mediates labor-management disputes, advises companies on mergers and alliances, and provides negotiation training and facilitation services for corporate and public sector clients. Lum also teaches negotiation at Stanford Law School and recently served as the Provost and Vice President for Academic Affairs of Menlo College.

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