UID:
almahu_9949386388502882
Format:
1 online resource (xiii, 232 pages)
ISBN:
9781000206128
,
1000206122
,
9781000206081
,
1000206084
,
9781000206104
,
1000206106
,
9781003026884
,
1003026885
Content:
Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it's creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.
Note:
1. What is negotiation? -- Introduction -- Alternative methods of making decisions -- What is negotiation? -- Conclusion -- Checkpoint 1 -- 2. Distributive bargaining -- Introduction -- Distributive bargaining -- Entry and exit prices -- Settlement range -- Negotiators with overlapping entry prices -- The negotiators' surplus -- Conclusion -- Checkpoint 2 -- 3. Integrative bargaining, part 1: Preparation -- Introduction -- What do we need to do first? -- What are we negotiating about? -- What are Interests? -- What are the negotiable Issues? -- What are the priorities for each Issue? -- What are the negotiable ranges for each Issue? -- Positions -- setting entry and exit points -- Tradables -- Conclusion -- Checkpoint 3 -- 4. Integrative bargaining, part 2: Debate -- Introduction
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What is debate? -- Types of destructive debate -- Constructive debate behaviours -- How not to disagree -- Conclusion -- Checkpoint 4 -- 5. Integrative bargaining, part 3: How to propose -- Introduction -- What is a proposal? -- How to make proposals -- How to receive a proposal -- Summarising issues -- Conclusion -- Checkpoint 5 -- 6. Integrative bargaining, part 4: How to bargain -- Introduction -- From proposals to bargains -- Linked trading -- Bargaining to close the deal -- The agreement -- Conclusion -- Checkpoint 6 -- 7. The styles of negotiation -- Introduction -- Trust in time -- Negotiator's dilemma -- Red, Blue and Purple styles of negotiation -- The difficult negotiator -- Making progress with a Purple style in a Red negotiation -- Conclusion -- Checkpoint 7
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8. Rational bargaining -- Introduction -- John Nash and Utility Theory -- The benefits of bargaining -- The real bargaining problem -- Fisher and Ury on principled negotiation -- BATNA -- The negotiator as mediator -- Conclusion -- Checkpoint 8 -- 9. Ploys and tactics -- Introduction -- Learning about ploys -- Three types of ploys -- Dominance ploys -- Shaping ploys -- Closing ploys -- Conclusion -- Checkpoint 9 -- 10. Culture and negotiation -- A negotiating tale of two cities -- Cultural relativism -- Do people negotiate using different processes? -- What is culture? -- The cultural relativist's challenge-- Conclusion -- Appendix 1: Glossary of terms -- Appendix 2: Checkpoint answers -- Index.
Additional Edition:
Print version: Kennedy Rolland, Florence The Persuasive Negotiator : Tools and Techniques for Effective Negotiating Milton : Taylor & Francis Group,c2020 ISBN 9780367459871
Language:
English
Keywords:
Electronic books.
DOI:
10.4324/9781003026884
URL:
https://www.taylorfrancis.com/books/9781003026884
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