| Description |
1 online resource (322 p.) |
| Contents |
Cover -- Title Page -- Copyright Page -- Contents -- Foreword -- Preface -- Introduction -- The Power of Stories to Teach About Negotiation -- Why the Story Arc Is So Memorable for Negotiation -- How to Read the Chapters: As Straight Case Studies or Puzzles to Be Solved -- Organization of the Book and the Case Studies -- Notes -- Chapter 1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? -- Skepticism toward Negotiation, and Common but Inaccurate Myths -- A Winner and a Loser - and Nobody Wants to Lose -- The False Promise of Compromise |
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Misnomers about Manipulation and Deception -- The Strong Don't Negotiate -- Negotiators Are Born, Not Made -- You Have to Sacrifice the Long-Term Relationship for Short-Term Gain -- What Great Negotiators Do: Five Key Principles -- Principle 1: Invest in Preparation (Instead of Having a Plan) -- Principle 2: Mindset and the Importance of Cultivating the Relationship -- Principle 3: Creative Problem Solving -- Principle 4: Managing the Emotional Side of Negotiation -- Principle 5: Uncovering the Hidden Dimensions of Negotiation -- Notes -- Part 1 Domestic Business Cases |
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Chapter 2 Saving a Merger with Creative Thinking -- Background and the Negotiation Challenge -- Preparing to Negotiate -- The Negotiation -- Lessons Learned -- Lesson 1: The Power of Preparation -- Lesson 2: Making the Shift from Positional to Interest Based -- Lesson 3: Creativity Can Level the Negotiation Playing Field -- Notes -- Chapter 3 Congratulations, You Reached Agreement. Now Can You Make It Better? -- Background and the Negotiation Challenge -- Preparing to Negotiate -- The Negotiation -- Lessons Learned -- Lesson 1: Maximizing Value |
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Lesson 2: Don't Let Past Agreements Dictate Future Arrangements -- Lesson 3: Simple Questions Can Unlock Complex Issues -- Lesson 4: Added Value Needs to Be There for All Parties -- Notes -- Chapter 4 You Want What? How to Negotiate Significant Changes to a Relationship - without Destroying It -- Background and the Negotiation Challenge -- Preparing to Negotiate -- The Negotiation -- Lessons Learned -- Lesson 1: Process Matters -- Lesson 2: Focus on the Bigger Trends -- Lesson 3: BATNA Analysis -- Notes |
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Chapter 5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution -- Background and the Negotiation Challenge -- Preparing to Negotiate -- The Negotiation -- Lessons Learned -- Lesson 1: The Value of Relationships -- Lesson 2: Your Reaction Matters -- Lesson 3: Power Exists, but Will They Use It? -- Notes -- Chapter 6 Let's Walk Away, but Before We Do, Would You Consider . . . -- Background and the Negotiation Challenge -- Preparing to Negotiate -- The Negotiation -- Lessons Learned |
| Notes |
Description based upon print version of record |
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Lesson 1: Look behind the Position of "Sorry That Is Our Policy" to Underlying Interests |
| Form |
Electronic book
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| Author |
Ury, William L
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| ISBN |
9781119616160 |
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1119616166 |
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