Description |
viii, 296 pages : illustrations ; 23 cm |
Series |
Portable MBA series |
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Portable MBA series.
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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.
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Negotiation.
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Author |
Hiam, Alexander.
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Olander, Karen
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LC no. |
95045411 |
ISBN |
0471013218 Cloth alkaline paper |
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