The secrets of gaining the upper hand in high performance negotiations
By: Manon Schonewille, Felix Merks (eds.).
Series: Result ADR Negotation Institute series -- v. 2
Publisher: Maklu
Published: 2011
Place of publication: Antwerpen, Belgium; Portland, Or
Language: eng
Number of pages: 131
ISBN-13: 9789046604045
Subjects: Negotiation
Notes: Includes bibliographical references.
Table of contents: title: High performance negotiations  -- Manon Schonewille, -- Felix Merks; title: The secret of gaining the upper hand is to give the other side the illusion of control : interview on high performance negotiaton with Chris Voss  -- Manon Schonewille; title: Design : the U.S. Army's approach to negotiating wicked problems  -- Leonard Lira; title: Escalation phases of a conflict : Glasl's stairway of conflict escalation and techniques to deescalate  -- Manon Schonewille; title: Moving beyond "just" a deal, a bad deal or no deal : how a deal facilitator engaged by the parties as a 'counsel to the deal' can help them to improve the quality and sustainability of the outcome  -- Manon A. Schonewille / -- Kenneth H. Fox; title: You've got agreement : negoti@ting via email  -- Noam Ebner -- ... [et al.]; title: Special chemistry problem solving advocacy : role-play -- Manon Schonewille.