The book of real-world negotiations : successful strategies from business, government, and daily life /: successful strategies from business, government, and daily life. ([2020])

• Record Type: Book
• Further Information: Note: Joshua N. Weiss, Ph.D.
• Authors: Weiss, Joshua N
• Contents: Introduction Chapter 1 Section 1: Domestic Business Cases Chapter 2 Save a merger with creative thinking Chapter 3 Congratulations you reached agreement. Now can you make it better? Chapter 4 You want what? How to negotiate significant changes to a relationship. . .without destroying it Chapter 5 How a bad BATNA, but a strong relationship, sidestepped a lawsuit and created a Mutual Gain Solution Chapter 6 Let’s walk away, but before we do, would you consider. . . Chapter 7 Walking the negotiation tightrope between short term needs and developing long term relationships Chapter 8 Out from Behind the Shadows Section 2: International Business Cases Chapter 9 Negotiating effectively in the face of a significant power imbalance Chapter 10 Breaking a Negotiation Deadlock through Intangibles1 Chapter 11 Looking Under the Hull: How uncovering information led to a new and better agreement Chapter 12 When rushing to yes leads to bigger problems. . .but then a solution Chapter 13 How interests and creativity overcome a negotiation gap Chapter 14 Power begets power begets power Chapter 15 All in the family. . .business negotiations with baggage Chapter 16 When you hit a problem, think to restructure instead of walking away Chapter 17 Going a long way to make a deal. . . Chapter 18 Crossing Cultures and Crossing Wires Section 3: Government and Daily Life Cases Chapter 19 “It all began with a crumpled up note” Chapter 20 The difference between stalemate and solution? A different word Chapter 21 Adaptability in the face of uncertainty: Saving the Philippines Peace Process after a last minute reversal Chapter 22 Listening them down from a tree Chapter 23 Onions and hostage negotiations – the many layers Chapter 24 What does success look like for a hostage negotiator? Chapter 25 What’s in a name. . .and how do you negotiate it? Chapter 26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations Conclusion Glossary Acknowledgments Index
• Publisher Details: Hoboken, New Jersey : John Wiley & Sons, Inc
• Publication Date: 2020
• Extent: 1 online resource (xv, 303 pages)
• Subjects: 658.4/052; Negotiation; Negotiation -- Social aspects; Negotiation in business; Negotiation -- Cross-cultural studies; BUSINESS & ECONOMICS / Negotiating; Electronic books
• Languages: English
• ISBNs: 9781119616221; 1119616220; 9781119616160; 1119616166
• Related ISBNs: 9781119616191
• Notes: Note: Includes bibliographical references and index.; Note: Description based on online resource; title from digital title page (viewed on August 20, 2020).
• 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.