How to master negotiation. (2015)

• Record Type: Book
• Further Information: Note: CEDR contributors, Eileen Carroll [and twelve others] ; specialist contributors, Balint Balassa [and eight others] ; editor, Leah Oppenheimer.
• Editors: Oppenheimer, Leah
• Other Names: Carroll, Eileen contributor.; Balassa, Balint contributor.; Centre for Effective Dispute Resolution (Great Britain)
• Contents: ContentsChapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs Chapter 3: 'Of Course I Am A Team Player … They End Up Seeing My Way … Eventually!': How to prepare your team for a negotiation Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interestsChapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiationsChapter 14: Conclusion.
• Publisher Details: London : Bloomsbury Professional
• Publication Date: 2015
• Copyright Date: 2015
• Extent: 1 online resource (256 pages)
• Subjects: 158.5; Business strategy; Negotiation; Negotiation in business; Business & management; Arbitration, mediation & alternative dispute resolution; Business & Economics -- Negotiating; Law -- Alternative Dispute Resolution; Business negotiation
• Languages: English
• ISBNs: 9781784510510; 1784510513
• Related ISBNs: 9781780437965
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.