Quantum negotiation : are you getting what you need?

Quantum negotiation are you getting what you need?

Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic a...

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Detalles Bibliográficos
Otros Autores: Mardyks, Stephan, 1962- author (author), Walch, Karen S., author, chmitz, Joerg, author
Formato: Libro electrónico
Idioma:Inglés
Publicado: Hoboken, New Jersey : Wiley 2018.
Edición:1st edition
Materias:
Negotiation in business.
Leadership.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630145406719
Tabla de Contenidos:
  • Intro
  • Title Page
  • Table of Contents
  • Acknowledgments
  • The Authors
  • Foreword
  • Introduction: What Comes to Mind When You Think of Negotiation?
  • Paula's Story
  • Martin's Story
  • A Quantum Perspective
  • Informal Negotiation
  • Lina's Story
  • The Quantum Approach
  • About This Book
  • PART I: Quantum Negotiation Practice
  • 1 The WHO &amp
  • WHY of Quantum Negotiation
  • Anchoring Equilibrium and Achieving Buoyancy
  • Cognitive
  • Emotional
  • Social
  • Physical
  • Spiritual
  • Buoyancy
  • Why Does Negotiation Often Cause Such Strong Reactions within Us?
  • Laughter and Negotiation
  • Assuming Responsibility
  • The Risk of Accommodation
  • Summary: Stay Anchored and Grounded
  • 2 The WHAT &amp
  • WHAT IF of Quantum Negotiation
  • Negotiation as a Battle
  • Leverage-Necessary to Getting What You Want
  • Losing the Ability to Influence What We WANT
  • Analyze Fair and Objective Criteria
  • 3 The HOW of Quantum Negotiation
  • Quantum Leadership-HOW to Negotiate
  • Using the Whole Brain
  • Quantum Divorce Negotiation
  • HOW to Behave as a Quantum Negotiator
  • Developing a Sociocentric Orientation
  • Designing a Quantum Plan to Win
  • Quantum Leadership Transforms Organizational "Silo" Behavior
  • Responding to Manipulation Tactics
  • How Quantum Negotiators Handle "Hardball" Tactics
  • Quantum Leadership Embraces the Opportunities in Conflict and Change
  • Quantum Negotiation and Style‐Shifting
  • Quantum Leaders Manage Energy
  • Quantum Leaders Forgive
  • Summary of HOW to Get What You Want and Need
  • PART II: Quantum Negotiation Tools
  • PART III: Quantum Negotiation Mindset
  • 4 Independence Is a Powerful Illusion
  • New and Improved Framework
  • Independence versus Interdependence
  • Summary
  • 5 What You See Is Not What You Get
  • The Quantum Negotiation Profile (QNP)
  • 1. Task-Relationship Centeredness.
  • 2. Schedule-Process Focus
  • 3. Implicit-Explicit Communication
  • 4. Big Picture-Detail Orientation
  • 5. Direct-Discreet Conflict Handling
  • 6. Situation‐ and Rule‐Based Approaches
  • 7. Self‐, Other‐, or Mutuality Focus
  • Summary
  • 6 Leading Is Not about the Leader
  • Quantum Leadership Resonance and Mindfulness
  • Ordering versus Engaging
  • Yvonne's Mindful Leadership and Civility
  • Conclusion
  • QN References and Further Reading
  • Index
  • End User License Agreement.

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