The Negotiation Skills Study Brief provides a quick reference to key terms and concepts related to the specialized skills and techniques involved in the art of effective negotiation. This Study Brief is intended for students of communications, law, business, marketing, or management. It is also ideal for business or sales professionals, including employees, managers, group leaders and team leaders. With a need-to-know focus, this short read presentts a wealth of useful tips and proven techniques in one convenient guide. A brief introduction defines negotiation, including the characteristics and elements of an effective negotiation. Topics covered include: models of negotiation, ethics in negotiation, game theory in negotiation, negotiation styles, the negotiation process, BATNA (Best Alternative to Negotiated Agreement), characteristics of effective negotiators, and examples of famous negotiators in history. A handy reference chart with visuals discusses the importance of body language in negotiation. is included along with Other highlights include tips and techniques related to dealing with difficult people. Inside you will find useful examples and tools, including the transcript of a sample negotiation, a checklist for preparing for effective negotiations, examples of SWOT analysis and PESTLE analysis as they relate to effectiveness in negotiations.
