Description
Book SynopsisUnderstand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever.
Table of ContentsPreface ix
Introduction: Negotiating in the Shadow of Organizations xix
About the Authors xxxix
Part One Preparing for n-Negotiations 1
1 You Can’t Get What You Want If You Don’t Know What You Want 3
2 Recognizing Opportunities and Positioning to Negotiate 27
3 Anchoring, Mindfulness, and Preparing for Problem Solving 49
4 Getting Negotiations off the Ground 75
Part Two Putting n-Negotiations into Practice 99
5 Building Rapport and Shifting Gears: The Power of a Good Opening 101
6 Power at Play in Negotiations: Moves and Turns 119
7 Managing the Negotiation Process: Fostering Problem Solving 143
Coda Notes on Change 167
8 From Small Wins to Bigger Gains 169
Notes 187
References 217
Index 229
