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Successful Negotiating
Author
Grant Mayberry
Release Date: 1993/07/01
ISBN: 9780761214168
Topic:
Career Development
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Book Description
How to achieve positive outcomes using planning and conversational techniques.
Table of Contents
Cover Page
Title page
Copyright Page
Contents
About This Course
How to Take This Course
Introduction
1 Planning for Negotiations
Identifying the Issues
Example 1
Example 2
Analyzing the Situation
Establishing the Preliminary Objective
Assessing Strengths and Weaknesses
Assessing the Opponent
Assessing the Negotiator
Recap
Review Questions
2 Prenegotiation Preparation
Assembling Data
Team Meetings
Dealing with the Abilene Paradox
Selecting the Team
Responsibilities of the learn Leader
Dealing with Conflicting Personalities
Prenegotiation Discussions with Opponents
Recap
Review Questions
3 Developing Strategy and Tactics
Defining Strategy and Tactics
Strategies for Attaining Objectives
Changing Primary Strategies Deductive Strategies
Successful Tactics
Offense and Defense
Strong versus Weak Positions
Recap
Review Questions
4 Negotiation Techniques
Psychology of Negotiation
Passive Techniques
Alertness
Domination
Reasonableness
Unreasonableness
Silence
Active Techniques
Blaming an Absent Party
“Strawman” Issues
Insult
Walkout
Time Pressure
Recess
Offering Alternatives
Timing
Using Questions
More Effective Techniques
Holding Back Strong Points
Dividing the Opposition’s Team
The Informal Meeting
Staying on Track
Conclusions
Recap
Review Questions
5 The Negotiation Session
Principles of Persuasion
Terms
Negotiation Site
Seating
Lighting
Decor
Anatomy of the Negotiation Session
Fact-finding
Recess
The Bargaining Session
The Final Session
Controlling the Session
The Opening Statement
The Agenda
Bargaining as the Session Progresses
Recap
Review Questions
Bibliography
The First Examination
The Practice Case
The Examination Case
The Selected Readings
Index
Footnotes
Selected Readings
The Abilene Paradox: The Management of Agreement