Negotiation Handbook

ISBN-10: 0765607212
ISBN-13: 9780765607218
Edition: 2001
List price: $59.95 Buy it from $20.23
This item qualifies for FREE shipping

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy

Used Starting from $38.47
what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!
You could win $10,000

Get an entry for every item you buy, rent, or sell.

Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
History of Western Art Online content $4.95 $1.99
Add to cart
Study Briefs
History of World Philosophies Online content $4.95 $1.99
Add to cart
Study Briefs
American History Volume 1 Online content $4.95 $1.99
Add to cart
Study Briefs
History of Western Music Online content $4.95 $1.99

Customers also bought

Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

Book details

List price: $59.95
Copyright year: 2001
Publisher: Routledge
Publication date: 11/30/2000
Binding: Paperback
Pages: 190
Size: 5.50" wide x 8.00" long x 0.75" tall
Weight: 0.770
Language: English

The Dynamics of Negotiation
Power
Leverage
Ego
Saving Face
Being Right
Drain the Swamp
Preparing for the Negotiation
Facts
Principles
Priorities
The Basics of Conflict Resolution
Set the Tone
Find Common Ground
Repeat Back/Empathize
Don't Let Your Counterpart Monopolize the Spotlight or the Microphone
The Negotiation
In a Continuing Relationship, Take the Long View of Negotiations, and Be Ready to Leave Something on the Table
Be Aware of the Signals You Project, or "Actions Speak Louder Than Words"
Be Aware of What's Going on Away From the Table
Probe Your Counterpart's Priorities
Use "What-If's"
Be Aware of Layers of Interests at the Table
Ask, "Whose Interest Is This?"
A Special Rule Concerning Lawyers
Clearly Define the Interest
Credibility Counts
Don't Get Caught Up in "Shape of the Table" Issues
Pick Up the Points for Making Concessions
Verify "Awfulisms"
Make Realistic Proposals
Beware of "The Rock"
Brainstorm
Rules
Negotiations Are As Much About the Process As About the Substance
Be Patient
Everything Is Negotiable
Nothing Is Ever "Off the Table"
"Final" Doesn't Mean "Final," "No" Doesn't Mean "No"
The Pressure on the Last Issue Is Great
Be Persistent
"Noise" Is Part of the Process
Negotiations Are 50 Percent Psychology and 50 Percent Sales
Don't Negotiate, Mediate
Momentum Is in Favor of an Agreement
You Don't Have to Make a Bad Deal
Mediators: Lessons and Observations
Project Neutrality in All You Do
Absorb Conflict
Manage Expectations
Check Your Conscience at the Door
Don't Make Mediator's Proposals
Create the Atmosphere for an Agreement
Mediation: Art Versus Science
How to Make Use of a Mediator
Epilogue: The Gym Wall

×
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.

×