Negotiation Fieldbook, Second Edition Simple Strategies to Help You Negotiate Everything

Name: Negotiation Fieldbook, Second Edition Simple Strategies to Help You Negotiate Everything
Price: 3.73 USD
Availability: InStock
ISBN: 9780071743471

ISBN-10: 0071743472

ISBN-13: 9780071743471

Edition: 2nd 2011

Authors: Grande Lum

List price: $22.00

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Book details

List price: $22.00
Edition: 2nd
Copyright year: 2011
Publisher: McGraw-Hill Education
Publication date: 10/7/2010
Binding: Paperback
Pages: 272
Size: 6.00" wide x 9.00" long x 0.64" tall
Weight: 0.792
Language: English

Grande Lum is clinical professor of law and director of the Center for Negotiation and Dispute Resolution at the University of California Hastings Collegeof the Law. Lum is serving as director of the Small Business Administration HUBZone program for the Obama administration. He is also the founder and former managingdirector of Accordence, a negotiation consulting and training firm. Lum lives in the San Francisco Bay area.



Foreword


Preface


Introduction


Using The Negotiation Fieldbook



The Icon Negotiation Model



Interests: Get Underneath Negotiating Positions



Criteria: Use Objective Standards



Options: Brainstorm Creatively



No-Agreement Alternatives: Know Your BATNA



The 4D Approach



Step 1. Design: Frame the Negotiation



Step 2 and 3. Dig for Interests and Develop Options



Step 4. Decide: Close the Negotiation



Before You Get to the Table



Strategize Fully



Dealing with Difficult Tactics



Treat All Negotiations as Cross-Cultural



Act with a Clear Conscience



Appendix


Prepare! Prepare! Prepare!


ICON and 4D Summary


4D Key Points Summary


Worksheets


Glossary


References


About Accordence


About the Author


Index