Negotiation Fieldbook Simple Strategies to Help You Negotiate Everything

ISBN-10: 0071743472

ISBN-13: 9780071743471

Edition: 2nd 2011

Authors: Grande Lum

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Book details

List price: $20.00
Edition: 2nd
Copyright year: 2011
Publisher: McGraw-Hill Companies, The
Publication date: 10/7/2010
Binding: Paperback
Pages: 272
Size: 6.00" wide x 8.75" long x 0.75" 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.

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
Prepare! Prepare! Prepare!
ICON and 4D Summary
4D Key Points Summary
About Accordence
About the Author
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