The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything

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Overview

The classic guide to collaborative negotiation—updated for today's ultracompetitive environment

"We negotiate every day—in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." — Roger Fisher, bestselling coauthor of Getting to Yes

The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement—a much more effective tactic than "dominating" the process.

Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence—and create a win-win situation for all.

NEW TO THIS EDITION:

  • Analysis of different negotiation styles and situations
  • The fundamentals of ethical negotiating
  • Important breakthroughs in negotiation psychology
  • Conducting negotiations on behalf of others

Product Details

  • ISBN-13: 9780071743471
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 10/15/2010
  • Edition number: 2
  • Pages: 272
  • Sales rank: 538,085
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.80 (d)

Meet the Author

Grande Lum is clinical professor of law and director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College

of the Law. Lum is serving as director of the Small Business Administration HUBZone program for the Obama administration. He is also the founder and former managing

director of Accordence, a negotiation consulting and training firm. Lum lives in the San Francisco Bay area.

Table of Contents

Foreword

Preface

Introduction

Using The Negotiation Fieldbook

Part One: The Icon Negotiation Model 1

Chapter 1 Interests: Get Underneath Negotiating Positions 3

Chapter 2 Criteria: Use Objective Standards 21

Chapter 3 Options: Brainstorm Creatively 37

Chapter 4 No-Agreement Alternatives: Know Your BATNA 53

Part Two: The 4D Approach 65

Chapter 5 Step 1. Design: Frame the Negotiation 67

Chapter 6 Steps 2 and 3. Dig for Interests and Develop Options 89

Chapter 7 Step 4. Decide: Close the Negotiation 121

Part Three: Before You Get To The Table 147

Chapter 8 Strategize Fully 149

Chapter 9 Dealing with Difficult Tactics 169

Chapter 10 Treat All Negotiations as Cross-Cultural 181

Chapter 11 Act with a Clear Conscience 185

Part Four: Appendix 191

Prepare! Prepare! Prepare! 193

ICON and 4D Summary 197

4D Key Points Summary 199

Worksheets 201

Glossary 215

References 219

About Accordence 223

About the Author 225

Index 227

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