Think Before You Speak: A Complete Guide to Strategic NegotiationISBN: 978-0-471-01321-1
Hardcover
304 pages
April 1996
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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.
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.
