Negotiation

ISBN-10: 1591391113
ISBN-13: 9781591391111
Edition: 2003
List price: $25.00 Buy it from $4.84
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Description: Offering practical advice to help any manager broker better deals and effectively mediate disputes, this text discusses a multitude of topics, including multiparty negotiations, assessing opponents, and determining your sources of power and  More...

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Book details

List price: $25.00
Copyright year: 2003
Publisher: Harvard Business Review Press
Publication date: 7/1/2003
Binding: Paperback
Pages: 192
Size: 6.10" wide x 9.20" long x 0.57" tall
Weight: 0.814
Language: English

Offering practical advice to help any manager broker better deals and effectively mediate disputes, this text discusses a multitude of topics, including multiparty negotiations, assessing opponents, and determining your sources of power and authority in a negotiation.

Introduction
Types of Negotiation: Many Paths to a Deal
Distributive Negotiation
Integrative Negotiation
Multiple Phases and Multiple Parties
Summing Up
Four Key Concepts: Your Starting Points
Know Your BATNA
Reservation Price
ZOPA
Value Creation Through Trades
Summing Up
Preparation: Nine Steps to a Deal
Consider What a Good Outcome Would Be for You and the Other Side
Identify Potential Value Creation Opportunities
Identify Your BATNA and Reservation Price, and Do the Same for the Other Side
Shore Up Your BATNA
Anticipate the Authority Issue
Learn All You Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue
Prepare for Flexibility in the Process--Don't Lock Yourself into a Rigid Sequence
Gather External Standards and Criteria Relevant to Fairness
Alter the Process in Your Favor
Summing Up
Table Tactics: How to Play the Game Well
Getting the Other Side to the Table
Making a Good Start
Tactics for Win-Lose Negotiations
Tactics for Integrative Negotiations
General Tactics: Framing and Continual Evaluation
Summing Up
Frequently Asked Tactical Questions: Answers You Need
FAQs About Price
FAQs About Process
FAQs About People Problems
Barriers to Agreement: How to Recognize and Overcome Them
Die-Hard Bargainers
Lack of Trust
Informational Vacuums and the Negotiator's Dilemma
Structural Impediments
Spoilers
Differences in Gender and Culture
Difficulties in Communication
The Power of Dialogue
Summing Up
Mental Errors: How to Recognize and Avoid Them
Escalation
Partisan Perceptions
Irrational Expectations
Overconfidence
Unchecked Emotions
Summing Up
When Relationships Matter: A Different Notion of Winning
Why Relationships Matter
How Perceptions of Relationship Value Affect Negotiations
Doing It Right
Summing Up
Negotiating for Others: Whose Interests Come First?
Independent Agents
Non-Independent Agents
Agency Issues
Summing Up
Negotiation Skills: Building Organizational Competence
Continuous Improvement
Negotiating as an Organizational Capability
What Makes an Effective Negotiator?
Summing Up
Useful Implementation Tools
Notes
Glossary
For Further Reading
Index
About the Subject Adviser
About the Writer

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