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Imperial Library
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Index
Praise
Title Page
Copyright Page
Introduction
Part One - Overview
Chapter One - Negotiate in Three Dimensions
Chapter Two - Do a 3-D Audit of Barriers to Agreement
Chapter Three - Craft a 3-D Strategy to Overcome the Barriers
Part Two - Set Up the Right Negotiation
Chapter Four - Get All the Parties Right
Chapter Five - Get All the Interests Right
Chapter Six - Get the No-Deal Options Right
Chapter Seven - Get the Sequence and Basic Process Choices Right
Part Three - Design Value-Creating Deals
Chapter Eight - Move “Northeast”
Chapter Nine - Dovetail Differences
Chapter Ten - Make Lasting Deals
Chapter Eleven - Negotiate the Spirit of the Deal
Part Four - Stress Problem-Solving Tactics
Chapter Twelve - Shape Perceptions to Claim Value
Chapter Thirteen - Solve Joint Problems to Create and Claim Value
Part Five - 3-D Strategies in Practice
Chapter Fourteen - Map Backward to Craft a 3-D Strategy
Chapter Fifteen - Think Strategically, Act Opportunistically
Authors’ Note
Notes
Index
About the Authors
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