Inventive negotiation
Subtitle: getting beyond yes
By: John L. Graham, Lynda Lawrence and William Hernandez Requejo
Contributors: Lawrence, Lynda; Hernández-Requejo, William
Publisher: Palgrave Macmillan
Published: 2014
Language: eng
Number of pages: 240
ISBN-13: 9781137370150
Subjects: Negotiation; Negotiation in business; Business communication; Interpersonal communication
Description: 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.
Notes: Includes bibliographical references (pages 221-233) and index.
Table of contents: title: Introduction: Bought a car lately?; title: Going forward to the past: a brief history of negotiation; title: Spotting a glimmer of opportunity; title: Identifying and creating partners; title: Building personal relationships; title: Designing systems for success; title: Getting the team right; title: Leveraging diversity; title: Exploring place/space/pace; title: Preparing for emotions/power/corruption; title: Changing roles; title: Creating surprises; title: Improvising; title: Playing together nicely; title: Reviewing and improving; title: Appendixes: 1. Defining inventive negotiations in technical terms; title: 2. 82 ways to generate more ideas.