Negotiation Handbook

ISBN-10: 0765607212

ISBN-13: 9780765607218

Edition: 2001

List price: $59.95
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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: 0.484
Language: English

The Dynamics of Negotiation
Saving Face
Being Right
Drain the Swamp
Preparing for the Negotiation
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"
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
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