Negotiation Basics : Concepts, Skills and Exercises.
Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill....
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Thousand Oaks :
SAGE Publications,
1992.
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| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- Cover; Contents; Acknowledgments; Introduction; Chapter 1
- Transforming Problems Into Negotiating Opportunities; Identifying Negotiation Opportunities; Make Agreement the Goal of the Parties; Confront the Desire to Harm or Destroy; Negotiate With Those Who Have the Power to Reach an Agreement; Determine What Is Negotiable; Build Power to Confront a Strong Opposing Party; Transforming Obstacles Into Negotiating Opportunities; Improving Perception; Exercise Guide; Chapter 2
- Identifying and Pursuing Useful Negotiating Goals; Define the Negotiating Situation or Problem.
- History and Previous Attempts at ResolutionPicture the Best Imaginable Deal and the Worst Acceptable Deal; Identify the Supporters and Opponents; Estimate the Alternatives to an Agreement; Listening Actively; Exercise Guide; Chapter 3
- Finding and Using Information; Using Information; Using Questions More Effectively; Exercise Guide; Chapter 4
- Making Cost-Benefit Decisions; Cost of Proposals; Costs of Accessories; Costs of Negotiating Time; Intangible Costs; Making Cost-Benefit Decisions; Exercise Guide; Chapter 5
- Building Credibility to Enhance Your Power; Physical Power; Social Power.
- Technological PowerRelative Strengths; Building Credibility; Exercise Guide; Chapter 6
- Fitting Strategies to Your Situation and Personal Style; Choosing a Strategy; Soft Bargaining Strategy; Hard Bargaining Strategy; Tit-for-Tat Bargaining Strategy; Principled Bargaining Strategy; Modifying Personality Factors; Exercise Guide; Chapter 7
- Choosing the Appropriate Tactics; Tactics for Negotiators Facing Pressure to Make Concessions; Overcoming Distractions; Exercise Guide; Chapter 8
- Organizing Constituents for Representative Bargaining; Choosing an Insider or Outsider; Choosing an Expert.
- Choosing an Objective PerspectiveChoosing a Representative to Reduce Ego Involvement; The Formal Role of Negotiator; Structuring the Role of a Negotiator; Individual Versus Team Negotiation; Taking Advantage of Team Strengths; Programming the Negotiator for Success; Organizing Constituents; Exercise Guide; Chapter 9
- Searching for Secrets to Break Impasses; Strategies for Producing Movement in the Other Side; Analyzing Nonverbal Messages; Exercise Guide; Chapter 10
- Using an Outside Party When You Need One; Effects of Third-Party Intervention on the Negotiation Process.
- Which Type of Third-Party Intervention Works Best?Exercise Guide; Chapter 11
- Conclusion: Creating a Positive Negotiating Climate; References; Index; About the Author.
