Book contents
- Frontmatter
- Contents
- Preface
- Acknowledgements
- 1 Why isn't negotiation straightforward?
- 2 The DNA of negotiation
- 3 The knight's move
- 4 Phases and phrases
- 5 A negotiation script and other ways to manage a negotiation
- 6 Digging deep to deal with differences
- 7 Light bulb moments: exploring for options
- 8 A final balancing act: the end-game exchange
- 9 Building bridges
- 10 Cross-cultural negotiations: much the same but different
- 11 Becoming an effective negotiator
- References
- Index
Index
- Frontmatter
- Contents
- Preface
- Acknowledgements
- 1 Why isn't negotiation straightforward?
- 2 The DNA of negotiation
- 3 The knight's move
- 4 Phases and phrases
- 5 A negotiation script and other ways to manage a negotiation
- 6 Digging deep to deal with differences
- 7 Light bulb moments: exploring for options
- 8 A final balancing act: the end-game exchange
- 9 Building bridges
- 10 Cross-cultural negotiations: much the same but different
- 11 Becoming an effective negotiator
- References
- Index
Summary
- Type
- Chapter
- Information
- Effective NegotiationFrom Research to Results, pp. 255 - 263Publisher: Cambridge University PressPrint publication year: 2012