Negotiating skills for managers /
| Main Author: | |
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| Corporate Author: | |
| Format: | eBook |
| Language: | English |
| Language Notes: | In English. |
| Published: |
New York, N.Y. :
McGraw-Hill Education,
[2002]
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| Edition: | First edition. |
| Series: | McGraw-Hill's AccessEngineering.
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
Table of Contents:
- Competitive Versus Collaborative Decision Making
- What Negotiation Is Not
- Types of Negotiation
- Investigating Your Interests
- What Differences Does It Make to Distinguish Between Interests and Positions?
- How Do You Deal with Positional Bargainers?
- Is Money Really the Interest?
- Primary (Fundamental) and Secondary (Derivative) Interests
- Looking Beyond Our Personal Interests
- The Three C's of Interests
- When Interests Conflict
- BATNA--Choosing Whether to Walk Away
- Making Choices
- Balance of Power
- Understanding Our BATNA Offers Choices
- What Is Our Walking-in BATNA?
- Does BATNA Ever Change?
- BATNA Is Not the Bottom Line
- Elements of BATNAs
- Strengthening and Weakening BATNAs
- Are We Ready? Inoculation Protects the Parties
- Substantive Inoculation: Knowing the Subject
- In Negotiation, the Past Has No Future
- Selling the Product to the Salesperson
- Goals of Inoculation
- Inoculation as a Tool for Improving Your BATNA
- What Information Do We Need About Ourselves?
- What Information Do We Need About Other Parties?
- Preparing for Negotiation on Your Own
- Active Listening
- Inoculation Includes Process as Well as Substance
- Internal and External Inoculation
- The Bottom Line
- When Inoculation Is Impossible
- Preparation Part One: Stakeholders, Constituents, and Interests
- Shooting from the Hip
- Unplanned Negotiations
- Surprises
- What Does Preparation Mean?
- Looking Inside Yourself
- Understanding the Subject Matter
- Internal Negotiation.