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Book Cover
Book
Author Lewicki, Roy J.

Title Think before you speak : the complete guide to strategic negotiation / Roy J. Lewicki, Alexander Hiam, Karen Wise Olander
Published New York : J. Wiley, 1996

Copies

Location Call no. Vol. Availability
 MELB  658.4052 Lew/Tby  AVAILABLE
 WATERFT BUSINESS  658.4052 Lew/Tby  AVAILABLE
Description viii, 296 pages : illustrations ; 23 cm
Series Portable MBA series
Portable MBA series.
Contents 1. The Advantage of Strategy -- 2. Assessing Your Position -- 3. Assessing the Other Party -- 4. Context and Power -- 5. Selecting a Strategy -- 6. Implementing a Competitive Strategy -- 7. Implementing a Collaborative Strategy -- 8. Alternative Strategies: Accommodating, Avoiding, Compromising -- 9. Understanding and Dealing with Traps and Biases in Negotiation -- 10. Conflict Reduction: From Opponent to Collaborator -- 11. When and How to Use Third-Party Help -- 12. Communication Skills -- 13. Legal and Ethical Issues -- 14. "The More the Merrier": Negotiating through Representatives and Teams -- 15. Mastering Strategic Negotiation
Summary "Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation - calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies." "The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent. You will learn the Twelve Rules of Strategic Negotiations, the key points in competitive negotiation, and special techniques for breaking through the "difficult" behavior of your opponent. In each chapter you will find instructive case studies and anecdotes that illustrate the ways these skills can be applied to real-life situations."--BOOK JACKET.dl
Analysis Business Negotiations
Notes Includes index
Bibliography Includes bibliographical references and index
Subject Negotiation in business.
Negotiation.
Author Hiam, Alexander.
Olander, Karen
LC no. 95045411
ISBN 0471013218 Cloth alkaline paper
Other Titles complete guide to strategic negotiation