| Document Type
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BL
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| Record Number
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1033507
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| Doc. No
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b787877
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| Main Entry
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Lum, Grande
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| Title & Author
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The negotiation fieldbook : : simple strategies to help you negotiate everything /\ Grande Lum.
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| Edition Statement
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Revised and expanded Second edition.
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| Publication Statement
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New York :: McGraw-Hill Professional,, [2011]
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| Page. NO
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xxiv, 236 pages :: illustrations ;; 23 cm
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| ISBN
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0071743472
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: 9780071743471
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| Notes
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Previous edition: 2005.
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| Bibliographies/Indexes
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Includes bibliographical references (pages 219-222) and index.
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| Contents
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The icon negotiation model. Interests : get underneath negotiating positions ; Criteria : use objective standards ; Options : brainstorm creatively ; No-agreement alternatives : know your BATNA -- The 4D approach. Step 1. Design : frame the negotiation ; Steps 2 and 3. Dig for interests and develop options ; Step 4. Decide : close the negotiation -- Before you go to the table. Strategize fully ; Dealing with difficult tactics ; Treat all negotiations as cross-cultural ; Act with a clear conscience -- Appendix. Prepare! Prepare! Prepare! ; ICON and 4D summary ; 4D key points summary ; Worksheets ; Glossary.
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| Abstract
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The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process. Filled with quizzes to reinforce what you've learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all. The new edition includes: Analysis of different negotiation styles and situations; the fundamentals of ethical negotiating; important breakthroughs in negotiation psychology; and conducting negotiations on behalf of others.--From publisher description.
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| Subject
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Negotiation in business.
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| Subject
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Negotiation.
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| Subject
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Negotiation in business.
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| Subject
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Negotiation.
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| Subject
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Verhandlungsführung
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| Dewey Classification
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658.4052
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| LC Classification
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HD58.6.L85 2011
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| NLM classification
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AK 39700rvk
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CV 3500rvk
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F715.4clc
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QP 300rvk
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