The negotiation handbook [electronic resource] / Patrick J. Cleary.
Although "the primary focus of this book is on labor-management negotiations ... [it] is as much essential reading for the first-time home buyer or business students, as it is useful for a veteran union arbitrator or busy executive."--Cover
Saved in:
| Online Access: |
Full Text (via Taylor & Francis) |
|---|---|
| Main Author: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Armonk, N.Y. :
M.E. Sharpe,
2001.
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| Subjects: |
MARC
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| 100 | 1 | |a Cleary, Patrick J. |0 http://id.loc.gov/authorities/names/n00091632 |1 http://isni.org/isni/0000000022801029 | |
| 245 | 1 | 4 | |a The negotiation handbook |h [electronic resource] / |c Patrick J. Cleary. |
| 260 | |a Armonk, N.Y. : |b M.E. Sharpe, |c 2001. | ||
| 300 | |a 1 online resource (xiv, 179 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a volume |b nc |2 rdacarrier | ||
| 520 | |a Although "the primary focus of this book is on labor-management negotiations ... [it] is as much essential reading for the first-time home buyer or business students, as it is useful for a veteran union arbitrator or busy executive."--Cover | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | 0 | |t The Dynamics of Negotiation -- |t Power -- |t Leverage -- |t Ego -- |t Saving Face -- |t Being Right -- |t Drain the Swamp -- |t Preparing for the Negotiation -- |t Facts -- |t Principles -- |t Priorities -- |t The Basics of Conflict Resolution -- |t Set the Tone -- |t Find Common Ground -- |t Repeat Back/Empathize -- |t Don't Let Your Counterpart Monopolize the Spotlight or the Microphone -- |t The Negotiation -- |t In a Continuing Relationship, Take the Long View of Negotiations and Be Ready to Leave Something on the Table -- |t Be Aware of the Signals You Project, or "Actions Speak Louder Than Words" -- |t Be Aware of What's Going on Away from the Table -- |t Probe Your Counterpart's Priorities -- |t Use "What-If's" -- |t Be Aware of Layers of Interests at the Table -- |t Ask, "Whose Interest Is This?" -- |t A Special Rule Concerning Lawyers -- |t Clearly Define the Interest -- |t Credibility Counts -- |t Don't Get Caught Up in "Shape of the Table" Issues -- |t Pick Up the Points for Making Concessions -- |t Verify "Awfulisms" -- |t Make Realistic Proposals -- |t Beware of "The Rock" -- |t Brainstorm -- |t Rules -- |t Negotiations Are As Much About the Process As About the Substance -- |t Be Patient -- |t Everything Is Negotiable -- |t Nothing Is Ever "Off the Table" -- |t "Final" Doesn't Mean "Final," "No" Doesn't Mean No -- |t The Pressure on the Last Issue Is Great -- |t Be Persistent -- |t "Noise" Is Part of the Process -- |t Negotiations Are 50 Percent Psychology and 50 Percent Sales -- |t Don't Negotiate, Mediate -- |t Momentum Is in Favor of an Agreement -- |t You Don't Have to Make a Bad Deal -- |t Mediators: Lessons and Observations. |
| 650 | 0 | |a Negotiation in business. |0 http://id.loc.gov/authorities/subjects/sh85090651 | |
| 650 | 7 | |a Negotiation in business. |2 fast |0 (OCoLC)fst01035573 | |
| 776 | 0 | 8 | |i Print version: |a Cleary, Patrick J. |t Negotiation handbook. |d Armonk, N.Y. : M.E. Sharpe, 2001 |w (DLC) 00056329 |w (OCoLC)44469072 |
| 856 | 4 | 0 | |u https://colorado.idm.oclc.org/login?url=https://www.taylorfrancis.com/books/9781315291659 |z Full Text (via Taylor & Francis) |
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| 952 | f | f | |p Can circulate |a University of Colorado Boulder |b Online |c Online |d Online |e HD58.6 .C57 2001 |h Library of Congress classification |i web |