| Description |
1 online resource (247 p.) |
| Contents |
Cover -- Half Title -- Title Page -- Copyright Page -- Dedication -- Table of contents -- Figures -- Tables -- 1 What is negotiation? -- Introduction -- Alternative methods of making decisions -- Say 'No' -- Persuasion -- Problem-solve -- Chance -- Negotiate -- Arbitrate -- Coercion -- Postpone -- Instruct -- Give in -- What is negotiation? -- Negotiation as a process -- Conclusion -- Checkpoint 1 -- 2 Distributive bargaining -- Introduction -- Alternatives -- Answer (a) -- Answer (b) -- The best strategy -- Distributive bargaining -- Entry and exit prices -- Settlement range |
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Negotiators with overlapping entry prices -- The negotiators' surplus -- The perfect negotiation -- Conclusion -- Checkpoint 2 -- 3 Integrative bargaining, part 1: Preparation -- Introduction -- What do we need to do first? -- a) Is PDQ liable for any poor performance issues? -- b) What bargaining leverage does Forth have in the negotiations? -- c) What data are available on the paperwork costs/time? -- d) What demands can Forth make to PDQ on their performance issue? -- e) What other suppliers can do the job? -- What are we negotiating about? -- What are Interests? |
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What are the negotiable Issues? -- What are the priorities for each Issue? -- What are the negotiable ranges for each Issue? -- Positions -- setting entry and exit points -- Tradables -- BATNA -- Conclusion -- Checkpoint 3 -- 4 Integrative bargaining, part 2: Debate -- Introduction -- What is debate? -- Types of destructive debate -- Irritation -- Assertions and assumptions -- Interruption -- Blocking -- Point-scoring -- Attacking/blaming -- Threats -- Constructive debate behaviours -- Neutral statements -- Questions -- Listening skills -- Summaries -- Assurance -- How not to disagree |
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Signalling -- Conclusion -- Checkpoint 4 -- 5 Integrative bargaining, part 3: How to propose -- Introduction -- What is a proposal? -- How to make proposals -- How to receive a proposal -- Summarising issues -- Conclusion -- Checkpoint 5 -- 6 Integrative bargaining, part 4: How to bargain -- Introduction -- From proposals to bargains -- Linked trading -- Bargaining to close the deal -- The agreement -- Conclusion -- Checkpoint 6 -- 7 The styles of negotiation -- Introduction -- Trust in time -- Negotiator's dilemma -- Red, Blue and Purple styles of negotiation -- The difficult negotiator |
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Making progress with a Purple style in a Red negotiation -- Conclusion -- Checkpoint 7 -- 8 Rational bargaining -- Introduction -- John Nash and Utility Theory -- Bill and Jack -- Nash and the bargaining problem -- The benefits of bargaining -- The real bargaining problem -- Fisher and Ury on principled negotiation -- Fisher and Ury's prescriptions -- Focus on Interests not Positions -- Invent options for future gain -- Insist on objective criteria -- BATNA -- The negotiator as mediator -- Conclusion -- Checkpoint 8 -- 9 Ploys and tactics -- Introduction -- Learning about ploys |
| Notes |
Description based upon print version of record |
|
Three types of ploys |
| Form |
Electronic book
|
| ISBN |
9781000206128 |
|
1000206122 |
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