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The Negotiation Fieldbook

Cover of The Negotiation Fieldbook

The Negotiation Fieldbook

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The classic guide to collaborative negotiation—updated for today's ultracompetitive environment

"We negotiate every day—in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." — Roger Fisher, bestselling coauthor of Getting to Yes

The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement—a much more effective tactic than "dominating" the process.

Filled with quizzes to reinforce what you've learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence—and create a win-win situation for all.

NEW TO THIS EDITION:

  • Analysis of different negotiation styles and situations
  • The fundamentals of ethical negotiating
  • Important breakthroughs in negotiation psychology
  • Conducting negotiations on behalf of others
  • The classic guide to collaborative negotiation—updated for today's ultracompetitive environment

    "We negotiate every day—in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." — Roger Fisher, bestselling coauthor of Getting to Yes

    The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement—a much more effective tactic than "dominating" the process.

    Filled with quizzes to reinforce what you've learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence—and create a win-win situation for all.

    NEW TO THIS EDITION:

  • Analysis of different negotiation styles and situations
  • The fundamentals of ethical negotiating
  • Important breakthroughs in negotiation psychology
  • Conducting negotiations on behalf of others
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    About the Author-
    • Grande Lum is clinical professor of law and director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of the Law. Lum is serving as director of the Small Business Administration HUBZone program for the Obama administration. He is also the founder and former managing director of Accordence, a negotiation consulting and training firm. Lum lives in the San Francisco Bay area.
    Table of Contents-
    • 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

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      McGraw-Hill Education
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    Digital Rights Information+
    • Copyright Protection (DRM) required by the Publisher may be applied to this title to limit or prohibit printing or copying. File sharing or redistribution is prohibited. Your rights to access this material expire at the end of the lending period. Please see Important Notice about Copyrighted Materials for terms applicable to this content.

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