Negotiation Fieldbook Simple Strategies to Help You Negotiate Everything

ISBN-10: 0071743472

ISBN-13: 9780071743471

Edition: 2nd 2011

Authors: Grande Lum

List price: $20.00 Buy it from $8.85
eBook available
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

Description:

New Starting from $16.85
eBooks Starting from $20.00
Buy eBooks
what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!
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
Business Ethics Online content $4.95 $1.99
Add to cart
Study Briefs
Business Law Online content $4.95 $1.99
Add to cart
Study Briefs
Management Online content $4.95 $1.99
Customers also bought
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

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.

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
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.

×