Negotiating Skills for Managers by Steven Cohen

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Now translated into nine languages! This reader-friendly, icon-rich series is must reading for all managers at every level.

All managers, whether brand new to their positions or well established in the corporate hierarchy, can use a little "brushing up" now and then. The skills-based Briefcase Books series is filled with ideas and strategies to help managers become more capable, efficient, effective, and valuable to their corporations.

Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today's most valuable talents. Negotiating Skills for Managers explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.


About Steven Cohen

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Steven Cohen is executive director of Columbia University's Earth Institute and professor in the practice of public affairs at the School of International and Public Affairs (SIPA). He is also director of the masters program in sustainability management at Columbia's School of Continuing Education. At SIPA, Cohen directs the MPA in environmental science and policy, as well as the concentration in energy and environmental policy. He has served as a policy analyst and consultant to the U.S. Environmental Protection Agency and other government agencies. His books include Sustainability Management: Lessons from and for New York City, America, and the Planet and The Effective Public Manager, now in its fourth edition. Cohen is also a regular contributor to the Huffington Post.
Published March 1, 2002 by McGraw-Hill. 180 pages
Genres: Business & Economics, Professional & Technical. Non-fiction

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