LEADER 03401nam 2200577Ia 450 001 9910971493903321 005 20251116145119.0 010 $a1-4175-2441-3 035 $a(CKB)1000000000007691 035 $a(OCoLC)59671624 035 $a(CaPaEBR)ebrary10058864 035 $a(SSID)ssj0000253390 035 $a(PQKBManifestationID)11195513 035 $a(PQKBTitleCode)TC0000253390 035 $a(PQKBWorkID)10186165 035 $a(PQKB)10937622 035 $a(MiAaPQ)EBC3116968 035 $a(Au-PeEL)EBL3116968 035 $a(CaPaEBR)ebr10058864 035 $a(OCoLC)922966989 035 $a(BIP)1963181 035 $a(EXLCZ)991000000000007691 100 $a20040811d1995 my 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aSuccessful negotiation $eeffective "win-win" strategies and tactics /$fRobert B. Maddux 205 $a3rd ed. 210 $aMenlo Park, Calif. $cCrisp$dc1995 215 $a1 online resource (78 p.) 225 1 $aFifty-Minute series 300 $aBibliographic Level Mode of Issuance: Monograph 311 08$a1-56052-348-4 327 $aTITLE -- 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. 330 $aStrive to approach every negotiation with both parties' interests in mind. 410 0$aFifty-Minute series. 606 $aNegotiation 606 $aNegotiation in business 615 0$aNegotiation. 615 0$aNegotiation in business. 676 $a658.4/052 700 $aMaddux$b Robert B$0498319 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910971493903321 996 $aSuccessful negotiation$94476984 997 $aUNINA