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Think Before You Speak. A Complete Guide to Strategic Negotiation. Edition No. 1

  • ID: 2211520
  • Book
  • September 1996
  • 304 Pages
  • John Wiley and Sons Ltd
Think Before You Speak

Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process:

CHAPTER & TOPIC

Overview/Plan

Assess Your Position

Assess Other Party

Analyze Context

Selecting a Strategy

Competition

Collaboration

Other Strategies

Building Collaboration

Resolving Conflict

Third Party Help

Communicating

Legal/Ethical Issues

Multiple Parties

Global Negotiation

Improving Negotiation

STEP IN PROCESS

ANALYZE STRATEGIC ISSUES

SELECT A STRATEGY

INITIATE THE NEGOTIATION PROCESS

MANAGE THE NEGOTIATION PROCESS

OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE

Practical, authoritative, and comprehensive, Think Before You Speakgives you the tools to handle any negotiation with confidence.
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The Advantage of Strategy.

Assessing Your Position.

Assessing the Other Party.

Context and Power.

Selecting a Strategy.

Implementing a Competitive Strategy.

Implementing a Collaborative Strategy.

Alternative Strategies: Accommodating, Avoiding,Compromising.

Understanding and Dealing with Traps and Biases inNegotiation.

Conflict Reduction: From Opponent to Collaborator.

When and How to Use Third-Party Help.

Communication Skills.

Legal and Ethical Issues.

"The More the Merrier": Negotiating through Representatives andTeams.

Mastering Strategic Negotiation.

Endnotes.

Index.
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Alexander Hiam
Roy J. Lewicki
Karen Wise Olander
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