The Art of Negotiation, a Practical Guide for Success

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9781608605064: The Art of Negotiation, a Practical Guide for Success

The Art of Negotiation: A Practical Guide for Success is destined to become a classic in the field because it provides a road map to anyone who wants to achieve better results through communication. The book treats negotiation as a basic skill that can be mastered through studying its many aspects, techniques and strategies. These include: defining the goal, obtaining and refining information, evaluating the other side, developing support, the presentation, ground rules, the importance of setting, voice, body language, personal characteristics, speaking, intensive listening, assessment, conflict resolution, timing, the finishing touches, and finally, success. Examples are taken from the purchase or sale of a major item, collective bargaining between labor and management, international relations and, perhaps most difficult of all, negotiation with our loved ones. Given the broad scope of its coverage and insights, the book is compact, highly readable and entertaining. Author Bio: The hallmark of Matt Iarocci's professional life has been negotiation. He served as president of the National Public Employer Labor Relations Association (2004-2005) and is employed as HR director for the City of New Rochelle, NY. For 35 years, he has negotiated collective bargaining agreements. He has taught HR and general management at the graduate level (Fordham University & Baruch College of CUNY). For 25 years, he has negotiated the purchase and sale of antique graphics. He is a frequent public speaker to groups ranging from HR executives to antique dealers. Author's Web site:

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