03401nam 2200577Ia 450 991097149390332120251116145119.01-4175-2441-3(CKB)1000000000007691(OCoLC)59671624(CaPaEBR)ebrary10058864(SSID)ssj0000253390(PQKBManifestationID)11195513(PQKBTitleCode)TC0000253390(PQKBWorkID)10186165(PQKB)10937622(MiAaPQ)EBC3116968(Au-PeEL)EBL3116968(CaPaEBR)ebr10058864(OCoLC)922966989(BIP)1963181(EXLCZ)99100000000000769120040811d1995 my 0engurcn|||||||||txtccrSuccessful negotiation effective "win-win" strategies and tactics /Robert B. Maddux3rd ed.Menlo Park, Calif. Crispc19951 online resource (78 p.) Fifty-Minute seriesBibliographic Level Mode of Issuance: Monograph1-56052-348-4 TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- PREFACE -- TO THE READER -- WHAT IS NEGOTIATION? -- YOUR IDEAS -- NEGOTIATION-SOME PRACTICAL DEFINITIONS -- IDENTIFYING OPPORTUNITIES FOR NEGOTIATION -- MY REACTION TO DISAGREEMENT AND CONFLICT -- DEVELOP A WIN/WIN PHILOSOPHY OF NEGOTIATION -- THE GIVE/GET PRINCIPLE OF NEGOTIATING -- CHARACTERISTICS OF A SUCCESSFUL NEGOTIATOR -- THE SIX BASIC STEPS IN NEGOTIATING -- STEP1 -GETTING TO KNOW ONE ANOTHER -- STEP 2 -STATEMENT OF GOALS AND OBJECTIVES -- STEP 3 -STARTING THE PROCESS -- STEP 4 -EXPRESSIONS OF DISAGREEMENT AND CONFLICT -- STEP 5 -REASSESSMENT AND COMPROMISE -- STEP 6 -AGREEMENT IN PRINCIPLE OR SETTLEMENT -- THE SIX BASIC STEPS IN NEGOTIATING-A REVIEW -- READING REVIEW -- PLANNING AND PREPARING FOR NEGOTIATION -- 1. WHERE TO START PLANNING -- 2. WHERE TO GET INFORMATION -- 3. DEVELOP A TIME PERSPECTIVE -- 4. IDENTIFY SOURCES OF POWER -- BUYING AND SELLING -- HIGH EXPECTATIONS ARE HEALTHY -- WHY IS TONY EARNING MORE THAN JOE? -- NEGOTIATING STRATEGIES AND TACTICS -- JANE AND BILL BUY A HOUSE -- EIGHT CRITICAL MISTAKES -- ACCEPTANCE TIME AND POST NEGOTIATION REVIEW -- ACCEPTANCE TIME -- POST NEGOTIATION REVIEW -- NEGOTIATOR'S GUIDE TO PREPARATION -- READING REVIEW -- ANSWERS TO EXERCISE ON PAGE 59: -- MY PERSONAL ACTION PLAN -- VOLUNTARY CONTRACT* -- AUTHOR'S ANSWERS TO THE CASE STUDIES -- CASE 1 BUYING AND SELLING -- CASE 2 WHY IS TONY EARNING MORE THAN JOE? -- APPENDIX A MANAGING CONFLICT DURING NEGOTIATION -- CONFLICT RESOLUTION STYLES -- APPENDIX B NEGOTIATING A STARTING SALARY-AN EXAMPLE OF THE PRACTICAL APPLICATION OF NEGOTIATING PRINCIPLES -- POSSIBLE PERKS -- ISSUES FROM THE COMPANY'S PERSPECTIVE -- IDENTIFY SOURCES OF POWER.Strive to approach every negotiation with both parties' interests in mind.Fifty-Minute series.NegotiationNegotiation in businessNegotiation.Negotiation in business.658.4/052Maddux Robert B498319MiAaPQMiAaPQMiAaPQBOOK9910971493903321Successful negotiation4476984UNINA