The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything
Author(s): Grande Lum
This is the How-to Guide to collaborative negotiation. Business and negotiation go hand-in-hand, yet the actual process of conducting a successful negotiation is rarely taught. In the fully revised edition of "The Negotiation Fieldbook", you'll find proven strategies for handling each phase of the negotiation process with skill and confidence. This hands-on reference describes the essentials you must focus on to be successful, how to sequence your moves in the often tricky process and even gives you techniques for rescuing a negotiation that's failing. New to this edition: a diagnostic test to help you determine your own - and your opponents negotiating style; information on becoming an ethical negotiator - essential skill in today's market; a chapter on the most common pitfalls and roadblocks faced when negotiating; and new guidance on how to act if you're representing someone else or vice versa. Filled with easy-to-use negotiation tactics and quizzes and scenarios throughout the book, "The Negotiation Fieldbook" is all you need to successfully execute every negotiation for your business, step-by-step.
Product Information
About the Author Grande Lum is a co-founder and principal of ThoughtBridge. Mr. Lum mediates labor-management disputes, advises companies on mergers and alliances, and provides negotiation training and facilitation services for corporate and public sector clients. He has produced a negotiations video and written a number of articles on negotiations and collaborative processes and was formerly a partner at CMI, a consulting firm co-founded by Roger Fisher. Mr. Lum is currently Clinical Professor of Law and the Director of Negotiation and Dispute Resolution at the University of California Hastings Law School.
Introduction; Part 1: The Icon Negotiation Model; Chapter 1. Interests; Chapter 2. Options: Brainstorming; Chapter 3. Criteria: Using Objective Standards; Chapter 4. No-Agreement Alternatives; Part Two: The 4D Process; Chapter 5. The 4D Design Phase; Chapter 6. The 4 D Dig and Develop Phase; Chapter 7. The 4D Decide Phase; Part 3: Before You Get to the Table; Chapter 8. Dealing with Difficult Tactics; Chapter 9. All Negotiations are Cross Cultural; Chapter 10. Prepare, Prepare, Prepare!; Suggested Readings; About the Author; Index
General Fields
- :
- : McGraw-Hill Education - Europe
- : McGraw-Hill Professional
- : 01 November 2010
- : United States
- : books
Special Fields
- : Grande Lum
- : Paperback
- : 2nd Revised edition
- : 658.4052
- : 272
- : ill