The Negotiation Fieldbook: Simple Strategies To Help You Negotiate Everything

Overview

Fresh perspectives and guidance for one of today's most essential business skills—negotiation

Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides yous with no-nonsense guidance that can be difficult,...

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The Negotiation Fieldbook

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Overview

Fresh perspectives and guidance for one of today's most essential business skills—negotiation

Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides yous with no-nonsense guidance that can be difficult, if not impossible, to find.

The Negotiation Fieldbook explains how to create more value at the table by leading a negotiation first to collaboration and then to agreement. Offering concise, straightforward coverage of a topic too often shrouded in confusion and mystery, this hands-on book describes:

  • Essentials negotiators must focus on to be successful
  • How to sequence each move, from first to last
  • Techniques for rescuing a negotiation that has "broken down"
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Product Details

  • ISBN-13: 9780071441148
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 10/28/2004
  • Pages: 204
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.52 (d)

Meet the Author

Grande Lum is a cofounder and principal of ThoughtBridge, a leading negotiation consultancy and training provider.

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Table of Contents

Using the negotiation fieldbook
Ch. 1 Interests : get underneath negotiating positions 3
Ch. 2 Options : brainstorm creatively 19
Ch. 3 Criteria : use objective standards instead of willpower 35
Ch. 4 No-agreement alternatives : know your BATNA 49
Ch. 5 The 4D design phase : set up and begin any negotiation 61
Ch. 6 The 4D dig and develop phases : discover interests, brainstorm options, and narrow through criteria 81
Ch. 7 The 4D decide phase : come to closure 111
Ch. 8 Dealing with difficult tactics 135
Ch. 9 Treat all negotiations as cross-cultural 145
Ch. 10 Prepare, prepare, prepare! 149
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