Cover image for The negotiation toolkit : how to get exactly what you want in any business or personal situation
The negotiation toolkit : how to get exactly what you want in any business or personal situation
Volkema, Roger J.
Personal Author:
Publication Information:
New York : American Management Association, [1999]

Physical Description:
xiii, 207 pages : illustrations ; 23 cm
Format :


Call Number
Material Type
Home Location
Central Library HD58.6 .V65 1999 Adult Non-Fiction Non-Fiction Area

On Order



"A practical and interactive guide to mastering the arts of bargaining and negotiation.

The word ""negotiation"" is rooted in the Latin negotium, meaning ""not leisure"" (as in that which is not leisure is business). In Old French, negociacion meant ""dealing with people."" Both definitions, though archaic, are right on the mark because the fact is that all dealings between people--whether social or business--constitute negotiation.

The Negotiation Toolkit offers a fresh new approach to mastering these two crucial skills. Unlike other books (which just offer basic advice), this hands-on workbook integrates questions and answers, self-assessments, mini-surveys, feedback measures, and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn:

* the golden rule of negotiation

* three fundamental questions of negotiation

* when not to negotiate

* eight behaviors of star negotiators and much more.

Written in a lively, entertaining style, this book will help anyone--even unnatural negotiators--triumph at the bargaining table."

Author Notes

ROGER J. VOLKEMA (Washington, DC) is a professor of management at American University and a private consultant to business and government. He regularly conducts courses, seminars, and workshops on negotiation, mediation, and conflict management.

Google Preview