{"product_id":"winwin-negotiating-9780471858775","title":"WinWin Negotiating","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eIn 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 1\u003c\/p\u003e \u003cp\u003e2 How do you deal with conflict 7\u003c\/p\u003e \u003cp\u003e3 Beyond evil and illness: Old and new ideas about conflict within organizations 23\u003c\/p\u003e \u003cp\u003e4 Why conflict is inevitable within organizations 29\u003c\/p\u003e \u003cp\u003e5 One is not enough: Or identifying the sources of conflict 63\u003c\/p\u003e \u003cp\u003e6 On the escalator: Or how small conflicts quickly become large ones 75\u003c\/p\u003e \u003cp\u003e7 Destructive and productive uses of conflict 101\u003c\/p\u003e \u003cp\u003e8 An exercise in dealing with conflict 119\u003c\/p\u003e \u003cp\u003e9 Getting past “Yes” or the theoretically perfect resolution of any conflict 129\u003c\/p\u003e \u003cp\u003e10 Negotiating from strength: Or how to get others to give you power to resolve a conflict 155\u003c\/p\u003e \u003cp\u003e11 How professional negotiators operate: Positional bargaining versus interest bargaining 179\u003c\/p\u003e \u003cp\u003e12 The mini-max strategy: Or what should I give and what should I get? 199\u003c\/p\u003e \u003cp\u003e13 Determining your opponent’s mini-max 217\u003c\/p\u003e \u003cp\u003e14 Unpacking: Or how to find multiple ways to help your opponents get a good deal 229\u003c\/p\u003e \u003cp\u003e15 Undoing, tokening, bone-throwing, issue substitution: And other paths to pacification 249\u003c\/p\u003e \u003cp\u003e16 The hardball negotiator: Or how to fight dirty when you have to 263\u003c\/p\u003e \u003cp\u003e17 It’s not always easy: but it’s usually possible 295\u003c\/p\u003e \u003cp\u003eIndex 299\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402679689559,"sku":"9780471858775","price":22.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471858775.jpg?v=1730481208","url":"https:\/\/bookcurl.com\/products\/winwin-negotiating-9780471858775","provider":"Book Curl","version":"1.0","type":"link"}