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The Negotiation Fieldbook

Cover of The Negotiation Fieldbook

The Negotiation Fieldbook

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Foreword by Roger Fisher, author of the bestselling Getting to Yes Diagnostic test to help readers determine their own-and their opponent's-negotiating style Lum was named Director of the Center for...More
Foreword by Roger Fisher, author of the bestselling Getting to Yes Diagnostic test to help readers determine their own-and their opponent's-negotiating style Lum was named Director of the Center for...More
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Description-
  • Foreword by Roger Fisher, author of the bestselling Getting to Yes
  • Diagnostic test to help readers determine their own-and their opponent's-negotiating style
  • Lum was named Director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of Law, the largest law school negotiation center in the country
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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  • 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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