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

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