Selected Readings

Build Success with Sharp Negotiation Skills

J. E. OSBORNE

Whether you’re dealing with staffers, managers, peers, or suppliers, your ability to negotiate with tact and diplomacy is critical to your success as a supervisor. This involves being able to define an issue quickly, weigh your options, and choose the most effective approach. If you can do this, you can keep your operation moving in the right direction and improve your ability to meet your company’s objective.

A SIX-STEP GUIDE

The following six steps are fairly basic, but if you can master them you have the tools necessary to negotiate effectively:

1. Prepare. Do your homework. Make a list of your interests and the other person’s, then determine what objectives on both ...

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