| Description |
xxvi, 288 pages : illustrations ; 24 cm |
| Series |
LexisNexis skills series |
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LexisNexis skills series
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| Contents |
1 : Negotiation: definitions, terms and approaches -- The nature of negotiation -- A constructive approach -- How to use this book -- Reflective and reflexive practice -- Summary -- 2 : Positional negotiation -- Introduction -- Positional, distributive and adversarial negotiation -- Setting the parameters: positions, goals, bottom lines, zones of agreement -- Concession-making -- Styles and tactics : positional negotiation -- Opportunities and risks of positional negotiation -- Summary -- 3 : Interest-based negotiation -- Introduction -- Interests, options, alternatives and independent criteria -- Style and tactics : interest-based negotiation -- Opportunities and risks of interest-based negotiation -- Summary -- 4 : A constructive negotiation process -- Introduction -- What makes a negotiation successful? -- Constructive Negotiation Model -- Ten-step guide to constructive negotiation -- Summary -- 5 : Preparing for negotiation -- Introduction -- A systematic approach to preparation -- Summary -- 6. Negotiation : larger-than-life communication -- Introduction -- Sending the message -- The four listening ears -- Active listening -- More communication skills for negotiators - Summary -- 7 : Interpersonal skills -- Introduction -- Working with conflict -- Working with difference -- Working with power -- Working with multiple intelligences - Summary -- |
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8 : Emotion, culture, sex and your brain - Introduction -- The brainy negotiator -- Cultural fluency-the language of the constructive negotiator -- Sex and the constructive negotiator -- Summary -- 9 : Tough skills for tough negotiations -- Introduction. How to handle hardball negotiation tactics -- Overcoming impasses : so close yet so far away -- Summary -- 10: Multiparty and team negotiations -- Introduction -- Multiparty negotiations -- Understanding communication in groups --Team negotiations -- Summary --11 : Ten principles for constructive negotiators -- Introduction -- Factors leading to an unsuccessful negotiation -- Successful constructive negotiating |
| Summary |
Summary: "Negotiation is the principal day-to-day activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioural styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner."--Publisher description |
| Notes |
Includes Learning activities for each chapter and figures and tables |
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Previous ed.: Negotiation : theory and techniques / Nadja M. Spegel, Bernadette Rogers, Ross P. Buckley, Sydney : Butterworths, 1998 |
| Bibliography |
Includes bibliographical references (pages 275-277) and index |
| Subject |
Conciliation (Civil procedure) -- Australia.
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Mediation -- Australia.
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Negotiation -- Australia.
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| Author |
Buckley, Ross P.
Negotiation : theory and techniques
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Howieson, Jill, author
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Rogers, Bernadette.
Negotiation : theory and techniques
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Alexander, Nadja Marie, 1966-
Negotiation : theory and techniques
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| ISBN |
9780409325539 (paperback) |
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