Inventive negotiation : getting beyond yes / John L. Graham, Lynda Lawrence and William Hernandez Requejo.
Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
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Full Text (via Springer) |
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| Format: | eBook |
| Language: | English |
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New York, NY :
Palgrave Macmillan,
2014.
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Table of Contents:
- Introduction: Bought a car lately?
- Going forward to the past: a brief history of negotiation
- Spotting a glimmer of opportunity
- Identifying and creating partners
- Building personal relationships
- Designing systems for success
- Getting the team right
- Leveraging diversity
- Exploring place/space/pace
- Preparing for emotions/power/corruption
- Changing roles
- Creating surprises
- Improvising
- Playing together nicely
- Reviewing and improving
- Appendixes: 1. Defining inventive negotiations in technical terms
- 2. 82 ways to generate more ideas.