Summary of The Negotiation Toolkit

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The Negotiation Toolkit book summary


9 Overall

9 Applicability

7 Innovation

8 Style


As the title implies, this book gives you the tools you need - in the form of information and tactics - to negotiate effectively. No matter what line of work you’re in, you’ll benefit from the negotiation principles, strategies and styles that Roger J. Volkema presents in an easy-to-read format. He includes exercises that you can use to test your comprehension of the material and to start developing your skills. His chapters on ethics and cross-cultural negotiations, while general, provide an intellectual starting point for further investigations. This book will give you a basic foundation for effective negotiation, but if you’re in a business that demands the skill, you’ll want to follow up with some more advanced reading and training. Nevertheless, getAbstract recommends this book to anyone who feels a little overwhelmed whenever they find themselves across the table from a negotiating adversary, whether it’s your boss, an employee a customer or - gulp! - your spouse.

In this summary, you will learn

  • How to determine whether to negotiate or not;
  • How to prepare for a negotiation; and
  • What tactics you can avail of to win your negotiation.

About the Author

Roger J. Volkema is an associate 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 in North and South America, and has written more than 25 articles on these subjects. He lives in Washington, D.C.



Understanding Negotiation
Negotiation is not the same thing as bargaining. Bargaining is the process of determining the final price of a purchase or sale. Negotiation is communication between two or more parties to determine the nature of future behavior. Therefore, bargaining may be a...

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