{"product_id":"the-book-of-realworld-negotiations-9781119616191","title":"The Book of RealWorld Negotiations","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eReal world negotiation examples and strategies from one of the most highly respected authorities in the field \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThis unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly \u003ci\u003ehow\u003c\/i\u003e to effectively and productively negotiate. \u003ci\u003eThe Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life\u003c\/i\u003e shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios.It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations.Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. \u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Book of Real World Negotiati\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eIntroduction: The Power of Stories to Teach About Negotiation 1\u003c\/p\u003e \u003cp\u003e1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI Domestic Business Cases 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e2 Saving a Merger with Creative Thinking 31\u003c\/p\u003e \u003cp\u003e3 Congratulations, You Reached Agreement. Now Can You Make It Better? 39\u003c\/p\u003e \u003cp\u003e4 You Want What? How to Negotiate Significant Changes to a Relationship – without Destroying It 47\u003c\/p\u003e \u003cp\u003e5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 59\u003c\/p\u003e \u003cp\u003e6 Let’s Walk Away, but Before We Do, Would You Consider . . . 67\u003c\/p\u003e \u003cp\u003e7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 75\u003c\/p\u003e \u003cp\u003e8 Out from behind the Shadows 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII International Business Cases 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 Negotiating Effectively in the Face of a Significant Power Imbalance 99\u003c\/p\u003e \u003cp\u003e10 Breaking a Negotiation Deadlock through Intangibles 105\u003c\/p\u003e \u003cp\u003e11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 115\u003c\/p\u003e \u003cp\u003e12 When Rushing to Yes Leads to Bigger Problems – but Then a Solution 123\u003c\/p\u003e \u003cp\u003e13 How Interests and Creativity Overcame a Negotiation Gap 131\u003c\/p\u003e \u003cp\u003e14 Power Begets Power Begets Power 141\u003c\/p\u003e \u003cp\u003e15 All in the Family: Business Negotiations with Baggage 147\u003c\/p\u003e \u003cp\u003e16 When You Hit a Problem, Think to Restructure Instead of Walking Away 155\u003c\/p\u003e \u003cp\u003e17 Going a Long Way to Make a Deal 165\u003c\/p\u003e \u003cp\u003e18 Crossing Cultures and Crossing Wires 173\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIII Government and Daily Life Cases 181\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e19 “It All Began with a Crumpled-Up Note” 185\u003c\/p\u003e \u003cp\u003e20 The Difference between Stalemate and Solution? A Different Word 197\u003c\/p\u003e \u003cp\u003e21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 207\u003c\/p\u003e \u003cp\u003e22 Listening Them Down from a Tree 219\u003c\/p\u003e \u003cp\u003e23 Onions and Hostage Negotiations: The Many Layers 229\u003c\/p\u003e \u003cp\u003e24 What Does Success Look Like for a Hostage Negotiator? 241\u003c\/p\u003e \u003cp\u003e25 What’s in a Name – and How Do You Negotiate It? 251\u003c\/p\u003e \u003cp\u003e26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257\u003c\/p\u003e \u003cp\u003eConclusion 267\u003c\/p\u003e \u003cp\u003eGlossary 277\u003c\/p\u003e \u003cp\u003eAcknowledgments 283\u003c\/p\u003e \u003cp\u003eAbout the Author 285\u003c\/p\u003e \u003cp\u003eIndex 28 \u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866406105431,"sku":"9781119616191","price":19.55,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119616191.jpg?v=1722278495","url":"https:\/\/bookcurl.com\/products\/the-book-of-realworld-negotiations-9781119616191","provider":"Book Curl","version":"1.0","type":"link"}