NEGOTIATING SKILLS
FOR MANAGERS

by Steven P. Cohen


Negotiating Skills for Managers


Table of Contents

Preface (download as a pdf file)

Chapter 1. Competitive Versus Collaborative Decision Making
What Is Negotiation?
What Negotiation Is Not
Types of Negotiation

Investigating Your Interests
What Differences Does It Make to Distinguish Between Interests and Positions?
How Do You Deal with Positional Bargainers?
Is Money Really the Interest?
Primary (Fundamental) and Secondary (Derivative) Interests
Looking Beyond Our Personal Interests
The Three C