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Index
Cover Title Copyright CONTENTS List of figures List of tables List of cases Acknowledgments Introduction 1 What do you want to get from negotiations?
Distributive and integrative Choosing the strategy When not to negotiate at all
2 First connections
Gaining and giving information Relationships Empathy Perspective taking Impression management Satisfaction
3 Core negotiation concepts
Anchoring effect BATNA Understanding and misunderstanding interests Principle-based negotiation
4 Structure and planning
Building momentum 3D negotiation Basic planning Identifying interests Backward mapping Priority and outcome mapping The sequence of talk at the table
5 Some cultural considerations
Top-down/bottom-up Culture and negotiation Weak/strong points of North American negotiators Weak/strong points of Japanese negotiators Weak/strong points of Chinese negotiators Gender
6 Talking the talk
Designing offers and suggesting tradeoffs Accepting and rejecting Summarizing and clarifying Practical verbal signals Deadlock and breaking deadlock Shutdown moves Language choice Visual communication Remote electronic negotiations
7 Negotiation tactics
Tactics at the table Persuasion approaches Humor in the negotiation Ethics Who should you not negotiate with?
8 Win at home before you go
Educating the boss and coworkers Back table negotiations Problem solving techniques War gaming as preparation Financial modeling
9 What kind of negotiator…
… are you?… are they? Cognitive bias Bias and decision making Teamwork
10 Final phase
Robust agreements that can survive Control mechanisms often found in negotiated agreements When agreements don’t survive: outside support, mediation and arbitration Draft agreements
11 Review from a high altitude Appendix I Glossary Appendix II Case simulations Appendix III Planning documents
Issue/reserve planning document, Brett Planning document – clusters Reserve line Backward planning Flowchart planning Issues, steps, reserve, scorecard
Appendix IV Negotiation errors
Error: how not to give a concession Error: when to go slow Error: watch your BATNA Error: back table out of sync
Appendix V Cultural differences Appendix VI Stakeholder analysis References Index Notes
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