Practical Negotiating Tools, Tactics and Techniques

Name: Practical Negotiating Tools, Tactics and Techniques
Price: 4.32 USD
Availability: InStock
ISBN: 9780470134856

ISBN-10: 0470134852

ISBN-13: 9780470134856

Edition: 2007

Authors: Tom Gosselin

List price: $27.00

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Description:

'Practical Negotiating' focuses on both the planning and execution that goes into a negotiation. It includes a step-based framework for preparing the groundwork of negotiation and mastering various negotiating styles.

Book details

List price: $27.00
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 5/25/2007
Binding: Hardcover
Pages: 240
Size: 6.40" wide x 9.30" long x 0.90" tall
Weight: 0.946
Language: English



Acknowledgments



The Need for Negotiation


Conflict in Our Lives


Process of Exchange


Introduction to Planning and Executing the Negotiation


Audience for Practical Negotiating



Planning the Negotiation



Wants and Needs


Win-Win Agreements


Wants versus Needs


Case Analysis


Practical Application



Setting Objectives and Determining Positions


Needs and Objectives


Creating a Needs/Objectives Matrix


Determining Position and Settlement Range


Practical Application



Currencies and Concessions


Currencies of Exchange


Concessions


Making Positive Exchanges


Practical Application



Power in Negotiation


The Paradox of Power


The Rule of Power in Negotiation


Practical Application


Case Analysis


Practical Negotiating: Planning Guide-Part 1



Executing the Negotiation



Negotiation Model: Stages with Critical Tasks


Stages: The Negotiation Process Road Map


Practical Application



Negotiating Styles and Key Skills


The Difference between Negotiation Styles and Skills


Choosing the Best Overall Approach


Negotiation Styles


Key Skills


Practical Application



Win-Win Tactics


Tactics Defined


Win-Win Tactics


Practical Application



Adversarial Tactics and Countertactics


Adversarial Tactics


Practical Application



Tactical Orientation


How to Determine Your Tactical Orientation


Tactical Orientation Continuum


Practical Application



Special Negotiation Situations


Negotiating in Buy and Sell Situations


Internal Negotiations


Negotiating with Your Boss


Team Negotiations


Practical Application



Putting It All Together


Practical Negotiating: Planning Guide-Annotated


Conclusion



Negotiation Style Survey



Practical Negotiating: Planning Guide


























Notes


Bibliography


Index