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Win–Win Negotiating. Turning Conflict Into Agreement

  • ID: 2220445
  • Book
  • April 1987
  • Region: Global
  • 312 Pages
  • John Wiley and Sons Ltd
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In this conversation with his co–author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict––labor negotiators, diplomats and corporate managers. Get what you want and win allies, with ``win–win′′ negotiating techniques. Here are the same methods used by people whose jobs are managing conflict––labor negotiators, diplomats, and top corporate managers––and how to put them to work for you in everyday business situations.
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1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 1

2 How do you deal with conflict 7

3 Beyond evil and illness: Old and new ideas about conflict within organizations 23

4 Why conflict is inevitable within organizations 29

5 One is not enough: Or identifying the sources of conflict 63

6 On the escalator: Or how small conflicts quickly become large ones 75

7 Destructive and productive uses of conflict 101

8 An exercise in dealing with conflict 119

9 Getting past Yes or the theoretically perfect resolution of any conflict 129

10 Negotiating from strength: Or how to get others to give you power to resolve a conflict 155

11 How professional negotiators operate: Positional bargaining versus interest bargaining 179

12 The mini–max strategy: Or what should I give and what should I get? 199

13 Determining your opponent s mini–max 217

14 Unpacking: Or how to find multiple ways to help your opponents get a good deal 229

15 Undoing, tokening, bone–throwing, issue substitution: And other paths to pacification 249

16 The hardball negotiator: Or how to fight dirty when you have to 263

17 It s not always easy: but it s usually possible 295

Index 299

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Fred E. Jandt
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