Negotiating, Persuading and Influencing

Negotiating, Persuading and Influencing will help you develop the critical skills you need to manage your staff effectively, bargain successfully with colleagues or deal tactfully with superiors--thus ensuring that a constructive negotiation process leads to a favourable outcome. Sound advice and practical guidance is given on:

• recognising and using sources of influence
• probing and questioning techniques to discover the other persons viewpoint
• adopting collaborative or problem-solving approaches
• timing your tactics and using adjournments
• conceding and compromising to find common ground
• resisting manipulative ploys
• securing and implementing agreement

About the Author

Alan Fowler has worked widely in both the private and public sectors, with personnel appointments in four industries and two local authorities, followed by ten years as a freelance personnel consultant. He is director of Personnel Publications Ltd, and a member of the editorial board of People Management, the bimonthly journal of the IPD. He writes widely on personnel matters and has over 250 articles published in People Management, and other management magazines.