Advanced Negotiation Techniques [1 ed.] 978-1-4842-0851-9, 978-1-4842-0850-2
Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good
167 87 7KB
English Pages 176 Year 2015
Table of contents :
Front Matter....Pages i-xi
Our Philosophy of Negotiation....Pages 1-6
Strategies for Resolving Conflict....Pages 7-10
Our Four Negotiation Mantras....Pages 11-18
Overview of the Five Phases of Negotiation....Pages 19-40
Ten Golden Rules for Successful Negotiation....Pages 41-56
Negotiation Planning in Practice....Pages 57-60
The RDC Ten-Point Plan....Pages 61-100
Negotiating for a Super-Win....Pages 101-104
Detailed Proposal Design (The Jellyfish)....Pages 105-112
Breaking a Negotiation Deadlock....Pages 113-116
Cross-Cultural Issues in Negotiation....Pages 117-124
Hostage Negotiation Perspective....Pages 125-132
Diplomatic Negotiation Perspective....Pages 133-138
The Physical Arrangements....Pages 139-142
Strategic Framework for Negotiation....Pages 143-148
Summary and Conclusion....Pages 149-150
Negotiating Styles....Pages 151-152
Negotiation Influence Behaviors....Pages 153-154
Back Matter....Pages 155-159
Front Matter....Pages i-xi
Our Philosophy of Negotiation....Pages 1-6
Strategies for Resolving Conflict....Pages 7-10
Our Four Negotiation Mantras....Pages 11-18
Overview of the Five Phases of Negotiation....Pages 19-40
Ten Golden Rules for Successful Negotiation....Pages 41-56
Negotiation Planning in Practice....Pages 57-60
The RDC Ten-Point Plan....Pages 61-100
Negotiating for a Super-Win....Pages 101-104
Detailed Proposal Design (The Jellyfish)....Pages 105-112
Breaking a Negotiation Deadlock....Pages 113-116
Cross-Cultural Issues in Negotiation....Pages 117-124
Hostage Negotiation Perspective....Pages 125-132
Diplomatic Negotiation Perspective....Pages 133-138
The Physical Arrangements....Pages 139-142
Strategic Framework for Negotiation....Pages 143-148
Summary and Conclusion....Pages 149-150
Negotiating Styles....Pages 151-152
Negotiation Influence Behaviors....Pages 153-154
Back Matter....Pages 155-159
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- Steve Hay (auth.)
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