 Breakthrough Business Negotiation: A Toolbox for Managers
ISBN: 978-0-7879-6012-4
Hardcover
320 pages
May 2002, Jossey-Bass
US $50.00
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PREFACE.
INTRODUCTION.
PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
CHAPTER 1. DIAGNOSING THE SITUATION.
CHAPTER 2. SHAPING THE STRUCTURE.
CHAPTER 3. MANAGING THE PROCESS.
CHAPTER 4. ASSESSING THE RESULTS.
PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
CHAPTER 5. OVERCOMING POWER IMBALANCES .
CHAPTER 6. BUILDING COALITIONS.
CHAPTER 7. MANAGING CONFLICT.
CHAPTER 8. LEADING NEGOTIATIONS.
CHAPTER 9. NEGOTIATING CRISES.
CONCLUSION.
SUGGESTED READINGS.
ENDNOTES.
CONCEPTUAL GLOSSARY.
INDEX.
INTRODUCTION.
PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
CHAPTER 1. DIAGNOSING THE SITUATION.
CHAPTER 2. SHAPING THE STRUCTURE.
CHAPTER 3. MANAGING THE PROCESS.
CHAPTER 4. ASSESSING THE RESULTS.
PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
CHAPTER 5. OVERCOMING POWER IMBALANCES .
CHAPTER 6. BUILDING COALITIONS.
CHAPTER 7. MANAGING CONFLICT.
CHAPTER 8. LEADING NEGOTIATIONS.
CHAPTER 9. NEGOTIATING CRISES.
CONCLUSION.
SUGGESTED READINGS.
ENDNOTES.
CONCEPTUAL GLOSSARY.
INDEX.
