CEDR (Centre For Effective Dispute Resolution)

How to Master Negotiation

• Broschiertes Buch

Produktbeschreibung

How to Master Negotiation provides individuals with a guide of how to prepare themselves and others for a variety of negotiations; ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict. Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.

Produktdetails

• How To...
• Verlag: Bloomsbury Publishing PLC
• Seitenzahl: 264
• Erscheinungstermin: 24. September 2015
• Englisch
• Abmessung: 246mm x 155mm x 23mm
• Gewicht: 458g
• ISBN-13: 9781780437965
• ISBN-10: 178043796X
• Artikelnr.: 41375606

Autorenporträt

CEDR (Centre for Effective Dispute Resolution)

Inhaltsangabe

Contents Chapter 1: Preparing To Prepare: Laying out the roadmap to begin
the negotiation process Chapter 2: 'I Could Easily Walk Away, But What Are
The Alternatives?': Understanding your options in a conflict negotiation
through BATNAs and WATNAs Chapter 3: 'Of Course I Am A Team Player . They
End Up Seeing My Way . Eventually!': How to prepare your team for a
negotiation Chapter 4: 'I Never Let Emotions Get In My Way': Managing your
emotions in negotiation Chapter 5: 'I Really Want To Make An Impression':
Opening with maximum impact Chapter 6: 'Why Should I Be Flexible When You
Are So Difficult?': Moving from your preferred style to an effective
strategy Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact
of trust in negotiation Chapter 8: Avoiding Avoidance: How to negotiate
when no one is willing Chapter 9: 'I Know What I Want, So Why Can't You
Just Give it To Me?': Identifying positions and interests Chapter 10: 'But
I Haven't Done Maths Since School!': Negotiating by the numbers Chapter 11:
Whose Line Is It Anyway?: Deploying creativity and improvisation in
negotiation Chapter 12: The Road Not Taken: Incorporating reflection,
creativity and imagery into your negotiation practice Chapter 13: 'We Are
All The Same In The End Aren't We?': Managing cross-cultural negotiations
Chapter 14: Conclusion