Inventive Negotiation [electronic resource] : Getting Beyond Yes /
Graham, John L.author.
Lawrence, Lynda.author.
Requejo, William Hernández.author.
Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
Description based upon print version of record.
Cover; Title; Copyright; Dedication; Contents; List of Exhibits and Table; Preface; Acknowledgments; Introduction: Bought a Car Lately?; Chapter 1 Going Forward to the Past: A Brief History of Negotiation; Chapter 2 Spotting a Glimmer of Opportunity; Chapter 3 Identifying and Creating Partners; Chapter 4 Building Personal Relationships; Chapter 5 Designing Systems for Success; Chapter 6 Getting the Team Right; Chapter 7 Leveraging Diversity; Chapter 8 Exploring Place/Space/Pace; Chapter 9 Preparing for Emotions/Power/Corruption; Chapter 10 Changing Roles; Chapter 11 Creating Surprises
Chapter 12 ImprovisingChapter 13 Playing Together Nicely; Chapter 14 Reviewing and Improving; Appendix 1: Defining Inventive Negotiations in Technical Terms; Appendix 2: 82 Ways to Generate More Ideas; About the Authors; Notes ; Index
Includes bibliographical references and index.
Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
Macroeconomics.
Public relations.
Macroeconomics/Monetary Economics//Financial Economics.
Corporate Communication/Public Relations.