How to Master Negotiation
By: CEDR (Centre for Effective Dispute Resolution)
Edition: 1st ed.
Series: How To
Publisher: Praeger
Published: 2017
Place of publication: Westport, CT
Language: eng
Number of pages: 256
ISBN-13: 9781784510534
Subjects: Law; Business & management; Business negotiation; Business strategy
Description: How to Master Negotiation provides individuals with a guide of how to prepare themselves and others for a variety of negotiations; ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict.  Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.
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Table of contents: title: Contents Chapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process  Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs  Chapter 3: 'Of Course I Am A Team Player ... They End Up Seeing My Way ... Eventually!': How to prepare your team for a negotiation  Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation  Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact  Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy  Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation  Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing  Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interests Chapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers  Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation  Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice  Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiations Chapter 14: Conclusion