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xxiv, 236 pages : illustrations ; 23 cm
  • Interests : get underneath negotiating positions
  • Criteria : use objective standards
  • Options : brainstorm creatively
  • No-agreement alternatives : know your BATNA
  • Step 1. Design : frame the negotiation
  • Steps 2 and 3. Dig for interests and develop options
  • Step 4. Decide : close the negotiation
  • Strategize fully
  • Dealing with difficult tactics
  • Treat all negotiations as cross-cultural
  • Act with a clear conscience.
This is the classic guide to collaborative negotiation - updated for today's ultracompetitive environment. "We negotiate every day - in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." (Roger Fisher, bestselling coauthor of "Getting to Yes"). The definitive practical guide to the art of negotiating, this revised and expanded edition of "The Negotiation Fieldbook" details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement - a much more effective tactic than 'dominating' the process. Filled with quizzes to reinforce what you've learned, "The Negotiation Fieldbook" is a complete package with everything you need to enter negotiations with skill and confidence - and create a win-win situation for all. New to this edition: analysis of different negotiation styles and situations; the fundamentals of ethical negotiating; important breakthroughs in negotiation psychology; and, conducting negotiations on behalf of others.
(source: Nielsen Book Data)9780071743471 20160619
Law Library (Crown)
xx, 294 p. : form ; 22 cm.
Law Library (Crown)
LAW-7821-01, LAW-7821-01, LAW-7821-01, LAW-7821-02, LAW-7821-03