Book description
Finally a negotiation framework that encourages a positive outcome for both parties.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Contents
- About This Course
- How to Take This Course
-
1 Essentials of Negotiating
- Two Views of Negotiating What Negotiating Is
- Negotiating Is a Process
- The Process, Or What’s Going On Here?
- Negotiating Requires Willingness and Ability
- The Importance of Being Flexible
- The Objective: Meeting Needs
- The Importance of Knowing the Rules
- Negotiating Is a Process of Dissolving Blocks
- Summary
- Review Questions
-
2 How to Prepare for a Negotiation
- The Objective in Preparing for a Negotiation
- Step One: Prepare; Don’t React
- Step Two: Get the Facts
- Step Three: Determine the Importance of the Current Situation
- Step Four: Clarify Needs and Distinguish Between Needs and Solutions
- Step Five: Generate Multiple Options
- Step Six: Know the Other Party
- Summary
- Review Questions
- 3 You Get What You Believe
- 4 Identify and Remove the Blocks
- 5 Dealing with Difficult People
- Bibliography
- The First Examination
- The Practice Case
- The Practice Case Solution
- The Examination Case
- Selected Readings
- Index
Product information
- Title: Interpersonal Negotiations
- Author(s):
- Release date: September 1994
- Publisher(s): AMA Self-Study
- ISBN: 9780761214106
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