Tabla de Contenidos: “…Front Cover; Negotiating in the Leadership Zone; Copyright; Contents; Preface; Acknowledgments; Introduction: The Alaskan Fishing Conflict-A Real-Life Negotiation; THE CONTEXT; THE SITUATION; THE STRATEGY; FRAMING THE NEGOTIATION; THE RESULTS; SO WHAT UNDERMINED THIS STRATEGY?…”

Materias: “…Negotiation in business…”

Tabla de Contenidos: “…Contents; Introduction; Chapter 1: Our Philosophy of Negotiation; A Definition of Negotiation; A Little Bit of Theory; Chapter 2: Strategies for Resolving Conflict; Negotiating Is Not Haggling; Chapter 3: Our Four Negotiation Mantras; Mantra 1: Negotiation Is Perceptual, Not Factual; Mantra 2: Clear Yourself of Emotion and Be Pragmatic; Mantra 3: Negotiation Is Cooperative, Not Competitive; Mantra 4: Rapport First, Understanding Second; Chapter 4: Overview of the Five Phases of Negotiation; Phase 1: Plan; What's the Alternative?…”

Materias: “…Negotiation in business…”

Materias: “…Negotiation in business…”

Materias:

Tabla de Contenidos: “…Intro -- CONTENTS -- THANKS -- INTRODUCTION Martial Arts and the Tao of Negotiating -- PART I White Belt -- 1 Modern Lessons from an Ancient Tradition -- 2 Overcoming Fear of the Blow -- 3 Playing to Win -- PART II Yellow Belt -- 4 Learning the Rules of Power -- 5 Spying on Your Opponent -- 6 Identifying Vital Striking Points -- PART III Green Belt -- 7 Developing the Fighting Stance -- 8 Opening Tactics -- 9 Reading Your Opponent -- PART IV Blue Belt -- 10 Countering Your OpponentÌs Moves -- 11 Finding Middle Ground -- 12 Distance Yourself from the Battle -- PART V Red Belt -- 13 Making Time Your Ally -- 14 Developing Advanced Fighting Skills -- 15 Breaking Impasses -- PART VI Brown Belt -- 16 Turning the Battle in Your Favor -- 17 Dealing with Dirty Fighters -- PART VII Black Belt -- 18 Ending the Contest with Respect -- 19 The Road to Continuous Improvement -- APPENDIX -- REFERENCES -- INDEX…”

Tabla de Contenidos: “…If you have only one hour to prepare -- Negotiation: A natural gift? -- Rehearsal might get you to Carnegie, but it won't help you negotiate -- power of making the first offer -- What if you don't make the first offer? …”

Tabla de Contenidos: “…Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology…”

Tabla de Contenidos: “…The Organization of Global Negotiations: Constructing the Climate Change Regime; Copyright; Contents; List of Figures, Tables and Boxes; Acknowledgements; Acronyms and Abbreviations; 1 Introduction; 2 The Organization of Global Negotiations; Introduction; The fundamentals of negotiations; Global intergovernmental negotiations: challenges; The organization of global negotiations; Summary and concluding remarks; 3 The Challenges of the Climate Change Negotiations; Introduction; The climate change problem; The climate change negotiations and the climate change regime…”

Materias: “…Negotiation in business…”

Tabla de Contenidos: “…Introduction: How to use this book effectively -- Assessing the needs of learners -- Designing interactive training -- Facilitating negotiation skills training -- Evaluating and improving negotiation skills training -- Individual or small-group session -- Half-day session -- Full-day session -- Multiday session -- Content modules -- Assessments and training instruments -- Structured experiences…”

Tabla de Contenidos: “…; What 'form of Life' is your Counterparty?; Chapter 4: Negotiating - doing the Deal; A Four-act Play?; Can I do a Deal? …”

Materias: “…Negotiation in business…”

Tabla de Contenidos: “…; CHAPTER 2 Moonlight Reflections and Midcourse Corrections; CHAPTER 3 The EASY Process for Treating Negotiaphobia; CHAPTER 4 Engaging the Treatment Process; CHAPTER 5 Assessing Your Tendencies; CHAPTER 6 Assessing the Tendencies of Others; CHAPTER 7 Strategizing: One Size Does Not Fit All; CHAPTER 8 Your One Minute Drill in Practice; EPILOGUE: One Year Later; The One Minute Negotiator Handy Glossary; Acknowledgments; About the Authors…”

“…Plan a negotiation with a bully so that you feel prepared to tackle the situation. …”

Materias: “…Negotiation in business…”

Materias: “…Negotiation in business…”