The Negotiation Fieldbook, Second Edition
Simple Strategies to Help You Negotiate Everything
2nd Edition
Published on 16. November 2010
978-0-07-174700-4 (ISBN)
Description
- Foreword by Roger Fisher, author of the bestselling Getting to Yes
- Diagnostic test to help readers determine their own-and their opponent's-negotiating style
- Lum was named Director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of Law, the largest law school negotiation center in the country
- Diagnostic test to help readers determine their own-and their opponent's-negotiating style
- Lum was named Director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of Law, the largest law school negotiation center in the country
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The Negotiation Fieldbook, Second Edition
Simple Strategies to Help You Negotiate Everything
Book
11/2010
2nd Edition
McGraw-Hill Professional
€24.75
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Content
Introduction; Part 1: The Icon Negotiation Model; Chapter 1. Interests; Chapter 2. Options: Brainstorming; Chapter 3. Criteria: Using Objective Standards; Chapter 4. No-Agreement Alternatives; Part Two: The 4D Process; Chapter 5. The 4D Design Phase; Chapter 6. The 4 D Dig and Develop Phase; Chapter 7. The 4D Decide Phase; Part 3: Before You Get to the Table; Chapter 8. Dealing with Difficult Tactics; Chapter 9. All Negotiations are Cross Cultural; Chapter 10. Prepare, Prepare, Prepare!; Suggested Readings;About the Author; Index
