Think Before You Speak: A Complete Guide to Strategic Negotiation / Edition 1

Think Before You Speak: A Complete Guide to Strategic Negotiation / Edition 1

by Roy J. Lewicki, Alexander Hiam, Karen Wise Olander
     
 

ISBN-10: 0471013218

ISBN-13: 9780471013211

Pub. Date: 04/12/1996

Publisher: Wiley

Think Before You Speak

Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing

Overview

Think Before You Speak

Think Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Here's an outline of how Think Before You Speak leads you through the strategic negotiation process:

CHAPTER & TOPIC

• Overview/Plan

• Assess Your Position

• Assess Other Party

• Analyze Context

• Selecting a Strategy

• Competition

• Collaboration

• Other Strategies

• Building Collaboration

• Resolving Conflict

• Third Party Help

• Communicating

• Legal/Ethical Issues

• Multiple Parties

• Global Negotiation

• Improving Negotiation

STEP IN PROCESS

• ANALYZE STRATEGIC ISSUES

• SELECT A STRATEGY

• INITIATE THE NEGOTIATION PROCESS

• MANAGE THE NEGOTIATION PROCESS

• OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE

Practical, authoritative, and comprehensive, Think Before You Speak gives you the tools to handle any negotiation with confidence.

Product Details

ISBN-13:
9780471013211
Publisher:
Wiley
Publication date:
04/12/1996
Series:
Portable MBA Series
Pages:
304
Sales rank:
390,918
Product dimensions:
6.00(w) x 9.00(h) x 0.81(d)

Table of Contents

The Advantage of Strategy.

Assessing Your Position.

Assessing the Other Party.

Context and Power.

Selecting a Strategy.

Implementing a Competitive Strategy.

Implementing a Collaborative Strategy.

Alternative Strategies: Accommodating, Avoiding, Compromising.

Understanding and Dealing with Traps and Biases in Negotiation.

Conflict Reduction: From Opponent to Collaborator.

When and How to Use Third-Party Help.

Communication Skills.

Legal and Ethical Issues.

"The More the Merrier": Negotiating through Representatives and Teams.

Mastering Strategic Negotiation.

Endnotes.

Index.

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