Description

Book Synopsis
Understand 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 Contents

Preface 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

Negotiating at Work

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    A Hardback by Deborah M. Kolb, Jessica L. Porter

    £19.55

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      Book details

      Publisher John Wiley & Sons Inc
      Published 17 March 2015
      ISBN-13 9781118352410
      978-1118352410
      ISBN-10 1118352416
      Also in:
      Business and Management

      Description

      Book Synopsis
      Understand 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 Contents

      Preface 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

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