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Produktbild: Getting Ready to Negotiate

Getting Ready to Negotiate The Getting to Yes Workbook

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Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

01.08.1995

Verlag

Penguin Books USA

Seitenzahl

208

Maße (L/B/H)

23.7/19/1.7 cm

Gewicht

300 g

Sprache

Englisch

ISBN

978-0-14-023531-9

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

01.08.1995

Verlag

Penguin Books USA

Seitenzahl

208

Maße (L/B/H)

23.7/19/1.7 cm

Gewicht

300 g

Sprache

Englisch

ISBN

978-0-14-023531-9

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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  • Produktbild: Getting Ready to Negotiate

  • Acknowledgments
    Using This Workbook
    1. Introduction
    2. In a Hurry?:
    Sudden Prep
    Priority Prep
    THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
    Forms: Interests I: Identify the Relevant Parties
    Interests 2: Clarify the Interests
    Interests 3: Probe for Underlying Interests
    4. Options: What Are Possible Agreements or Bits of an Agreement?
    Forms: Options 1: Create Options to Meet Interests
    Options 2: Find Ways to Maximize Joint Gains
    5. Alternatives: What Will I Do If We Do Not Agree?
    Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
    Alternatives 2: Select and Improve my BATNA
    Alternatives 3: Identify Alternatives Open to the Other Side
    Alternatives 4: Estimate Their BATNA
    6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
    Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
    Legitimacy 2: Use the Fairness of the Process to Persuade
    Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
    7. Communication: Am I Ready to Listen and Talk Effectively?
    Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
    Communication 2: Reframe to Help Them Understand
    8. Relationship: Am I Ready to Deal with the Relationship?
    Forms: Relationship 1: Separate People Issues from Substantive Issues
    Relationship 2: Prepare to Build a Good Working Relationship
    9. Commitment: What Commitments Should I Seek or Make?
    Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
    Commitment 2: Plan the Steps to Agreement
    MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
    Appendix A: Getting Better at Preparation
    Appendix B: A Preparation Tool Kit