Win-Win Negotiating
Turning Conflict Into Agreement
Published on 15. April 1987
Book
Paperback/Softback
312 pages
978-0-471-85877-5 (ISBN)
Description
In this conversation with his co-author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict--labor negotiators, diplomats and corporate managers. Get what you want and win allies, with ``win-win'' negotiating techniques. Here are the same methods used by people whose jobs are managing conflict--labor negotiators, diplomats, and top corporate managers--and how to put them to work for you in everyday business situations.
More details
Edition
Revised edition
Language
English
Place of publication
New York
United States
Target group
College/higher education
Professional and scholarly
Product notice
Paperback (trade)
Unsewn / adhesive bound
Cloth over boards
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 19 mm
Weight
515 gr
ISBN-13
978-0-471-85877-5 (9780471858775)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Book
05/1985
Wiley
€23.50
Article exhausted; check different version
Person
Fred E. Jandt is the author of Win-Win Negotiating: Turning Conflict Into Agreement, published by Wiley.
Content
1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 1
2 How do you deal with conflict 7
3 Beyond evil and illness: Old and new ideas about conflict within organizations 23
4 Why conflict is inevitable within organizations 29
5 One is not enough: Or identifying the sources of conflict 63
6 On the escalator: Or how small conflicts quickly become large ones 75
7 Destructive and productive uses of conflict 101
8 An exercise in dealing with conflict 119
9 Getting past "Yes" or the theoretically perfect resolution of any conflict 129
10 Negotiating from strength: Or how to get others to give you power to resolve a conflict 155
11 How professional negotiators operate: Positional bargaining versus interest bargaining 179
12 The mini-max strategy: Or what should I give and what should I get? 199
13 Determining your opponent's mini-max 217
14 Unpacking: Or how to find multiple ways to help your opponents get a good deal 229
15 Undoing, tokening, bone-throwing, issue substitution: And other paths to pacification 249
16 The hardball negotiator: Or how to fight dirty when you have to 263
17 It's not always easy: but it's usually possible 295
Index 299
2 How do you deal with conflict 7
3 Beyond evil and illness: Old and new ideas about conflict within organizations 23
4 Why conflict is inevitable within organizations 29
5 One is not enough: Or identifying the sources of conflict 63
6 On the escalator: Or how small conflicts quickly become large ones 75
7 Destructive and productive uses of conflict 101
8 An exercise in dealing with conflict 119
9 Getting past "Yes" or the theoretically perfect resolution of any conflict 129
10 Negotiating from strength: Or how to get others to give you power to resolve a conflict 155
11 How professional negotiators operate: Positional bargaining versus interest bargaining 179
12 The mini-max strategy: Or what should I give and what should I get? 199
13 Determining your opponent's mini-max 217
14 Unpacking: Or how to find multiple ways to help your opponents get a good deal 229
15 Undoing, tokening, bone-throwing, issue substitution: And other paths to pacification 249
16 The hardball negotiator: Or how to fight dirty when you have to 263
17 It's not always easy: but it's usually possible 295
Index 299