Interpersonal Negotiations: Breaking Down the Barriers

By Len Leritz | Go to book overview

How to
Take This Course

This course consists of text material for you to read and four types of learning activities (the review questions, the first examination, the practice case, and the examination case* or, in some cases, a multiple-choice final examination) for you to complete. Credit will be given only upon successful completion of the examination case or, if applicable, the final examination.

*If you are viewing this book digitally, you cannot send in your response for credit as a course. If you wish to receive credit for taking this course and want to send in a response to this assignment, please purchase a hard copy of the course from www.amaselfstudy.org or you can purchase an online version of the course from www.flexstudy.com.

The various activities are designed to reinforce the concepts brought out in the text portion of the course and to enable you to evaluate your progress. The examination case will be evaluated and graded by an AMA staff instrucderstood in your own study will be brought to your attention and clarified.

We recommend that you work at this course in a systematic way. Only by reading the text and working through the review questions at a regular and steady pace will you get the most out of this course and retain what you have learned


The Text

The most important component of this course is, obviously, the text, for it is here that the concepts and methods are first presented. Reading each chapter twice will increase the likelihood of your understanding the text fully.

In your first reading, concentrate on getting an overview of the chapter’s contents. Read the learning objectives at the beginning of the chapter first. They will act as guidelines to the major topics of the chapter and enumerate the skills you should master as you study the text. As you read the chapter, pay attention to the headings and subheadings. Find the general theme of each section and see how that theme relates to others. Don’t let yourself get bogged down with details during the first reading; simply concentrate on remembering and understanding the major themes.

In your second reading, look for the details that underlie the themes. Read the entire chapter carefully and methodically, underlining key points, working out the details of the examples, and making marginal notations as you go.

-xi-

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Interpersonal Negotiations: Breaking Down the Barriers
Table of contents

Table of contents

  • Title Page iii
  • Contents v
  • About This Course ix
  • How to Take This Course xi
  • 1 - Essentials of Negotiating 1
  • 2 - How to Prepare for a Negotiation 21
  • 3 - You Get What You Believe 35
  • 4 - Identify and Remove the Blocks 57
  • 5 - Dealing with Difficult People 81
  • Bibliography 107
  • The First Examination 109
  • The Practice Case 117
  • The Practice Case Solution 123
  • Cover Sheet - The Examination Case 127
  • Selected Readings 137
  • Index 143
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