Leadership Transitions: The Watkins Collection (4 Items)

Index

189

action-forcing events, 17, 21, 116,

148–149

active listening, 104–106

adversaries, agreements between, 27

agenda, establishing the, 126, 130,

133, 136–137

agreement alternatives, 17, 19–21

agreements

authority to enter into, 80–86

framework for, 32

ratification of, 81–82

Aiello, Robert, 26, 171

alliances, 87

alternatives-based persuasion,

100–102

alternatives to agreement, 17, 19–21

ambitions, of negotiating parties,

33–34

anchoring tactics, 36

apprenticeships, 170–172

architectural phase, of

negotiations, 31–32

authority

formal, 3

in negotiations, 80–86

understanding who has, 86–87

bandwagon strategy, 88

bargaining power, 34

best alternative, 100

blocking coalitions, 86

bundling, of issues, 38–39

choices

broadening, 110

narrowing, 110

for negotiators, 19–21

reframing, ...