UID:
almafu_9959227203002883
Format:
1 online resource (xv, 166 p.)
Edition:
1st ed.
ISBN:
1-4833-2570-9
,
1-4522-4594-0
Content:
This title presents both theoretical and practical perspectives on the negotiation process that should enable the reader be more effective in individual and group negotiating situations.
Note:
Description based upon print version of record.
,
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
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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
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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
Additional Edition:
ISBN 1-322-41447-5
Additional Edition:
ISBN 0-8039-4052-1
Language:
English
