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The truth about negotiations /
| Main Author: | |
|---|---|
| Format: | Printed Book |
| Language: | English |
| Published: |
Upper Saddle River, N.J. :
Pearson Education/FT Press,
c2008.
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| Series: | Prentice Hall truth about series.
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| Subjects: | |
| Online Access: | http://www.loc.gov/catdir/toc/ecip0721/2007025667.html |
Table of Contents:
- If you have only one hour to prepare--Negotiations--Rehearsal might get you to carmegie, but it won't help you to negotiate--Power of making the first offer--What if you don't make the first offer--Don't be a tough or a nice negotiater--Four sand traps in the golf game of negotiation--Batna--Beware of ZOPA myopia--Plan your concessions--Pregame--game--postgame--Reveal your interests--Negotiate issues simultaneously--Reinforcement principle--Similarity principle--Using power responsibly--Know why the fish swim--Negotiating on the phone--Your reputation--Building trust--Repairing broken trust.