Inventive Negotiation Getting Beyond Yes
Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
| Autores principales: | , , |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
Palgrave Macmillan US
2014.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009623435906719 |
Tabla de Contenidos:
- Cover; Title; Copyright; Dedication; Contents; List of Exhibits and Table; Preface; Acknowledgments; Introduction: Bought a Car Lately?; Chapter 1 Going Forward to the Past: A Brief History of Negotiation; Chapter 2 Spotting a Glimmer of Opportunity; Chapter 3 Identifying and Creating Partners; Chapter 4 Building Personal Relationships; Chapter 5 Designing Systems for Success; Chapter 6 Getting the Team Right; Chapter 7 Leveraging Diversity; Chapter 8 Exploring Place/Space/Pace; Chapter 9 Preparing for Emotions/Power/Corruption; Chapter 10 Changing Roles; Chapter 11 Creating Surprises
- Chapter 12 ImprovisingChapter 13 Playing Together Nicely; Chapter 14 Reviewing and Improving; Appendix 1: Defining Inventive Negotiations in Technical Terms; Appendix 2: 82 Ways to Generate More Ideas; About the Authors; Notes ; Index
