| Description |
xiv, 203 pages : illustrations ; 23 cm + 1 CD-ROM (4 3/4 in.) |
| Series |
Entrepreneur magazine's legal guide |
|
Entrepreneur legal guide series |
|
Entrepreneur magazine's legal guide.
|
| Contents |
Ch. 1. Getting Started: What Every Negotiator Should Know Before the Negotiation Begins -- Substance and Process: "How" is More Important than "What" -- When Negotiations Go Bad -- The Key to Getting a Good or Bad Deal: Manage or Be Managed -- Decision Making in the Face of Uncertainty -- Managing the Mixed Motives of Competition and Cooperation -- Avoiding Exploitation: How a Cooperative Negotiator Can Manage a Competitive Negotiator -- Ch. 2. Competitive Negotiating: Claiming Value in the Dance -- Dividing a Fixed Pie -- Understanding the Predictability of Competitive Negotiating -- Purchasing a Car: The Predictability of Competitive Negotiating on Display -- The Six Characteristics of Competitive Bargaining -- The Culture of Competitive Negotiating -- The Opening Offer: The Strategic Negotiator's First Major Decision -- Linkage: Connecting Different Pies to Create Deals -- Anchoring: The Power of Psychology -- Ch. 3. Cooperative Negotiation: Creating Value by Bargaining for Mutual Gain -- Integrative Bargaining: Moving Beyond the Zero-Sum, Fixed-Pie Negotiation -- Step One of Cooperative Negotiating: It's the Language You Use -- Step Two: Go Below the Line -- Step Three: Creating Options with the Potential for Mutual Gain -- Cooperative Negotiating in Action: Working Together to Solve the Problem -- Ch. 4. Dealing with Difficult Negotiation Situations -- Negative Behaviors and Tactics -- Strategic Responses to Negative Behaviors and Tactics -- Dealing with Strong Emotions -- Common Challenges in Business Negotiations -- Ch. 5. Putting Theory into Practice: Strategic Negotiating in Action -- Preparing to Negotiate -- Beginning the Negotiation -- When to Walk Away -- Closing the Deal -- The Durability of Agreements -- The Agreement: The Devil Is in the Details -- Ch. 6. Ethics in Negotiation: To Be or Not to Be? -- Bluffing, Puffing, and Deception -- Honesty in Negotiating -- Cultural and Moral Norms -- Legal Limits on Negotiating Behavior and Agreements -- Ch. 7. Common Problems in Negotiating and Recommended Solutions -- Impediments to Decision Making -- Differing Communication Styles -- Unrealistic Risk/Benefit Assessment -- Conflict and Distrust -- The Law -- Power Imbalance -- Ch. 8. Driving to Your Destination |
| Summary |
"Mediators and educators present a guide to negotiating better deals. Strategies and tactics developed through research in communication theory game theory and psychology help you negotiate better business deals and improve communication with customers, suppliers and competitors. Guidance on conflict resolution allows you to settle disputes before they escalate into costly lawsuits. Stories and examples pulled from situations you may face on a daily basis illustrate key points and demonstrate good and bad negotiation techniques."--BOOK JACKET |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Negotiation in business -- Handbooks, manuals, etc.
|
|
Entrepreneurship.
|
| Genre/Form |
Handbooks and manuals.
|
| Author |
Robinson, Peter R.
|
| LC no. |
2007030410 |
| ISBN |
159918138X (alk. paper) |
|
