Successful negotiation : effective "win-win" strategies and tactics / / Robert B. Maddux
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| Autore: |
Maddux Robert B
|
| Titolo: |
Successful negotiation : effective "win-win" strategies and tactics / / Robert B. Maddux
|
| Pubblicazione: | Menlo Park, Calif., : Crisp, c1995 |
| Edizione: | 3rd ed. |
| Descrizione fisica: | 1 online resource (78 p.) |
| Disciplina: | 658.4/052 |
| Soggetto topico: | Negotiation |
| Negotiation in business | |
| Note generali: | Bibliographic Level Mode of Issuance: Monograph |
| Nota di contenuto: | 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. |
| Sommario/riassunto: | Strive to approach every negotiation with both parties' interests in mind. |
| Titolo autorizzato: | Successful negotiation |
| ISBN: | 1-4175-2441-3 |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910971493903321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |
Serie:
Fifty-Minute series.