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Contents
Introduction
Why are people afraid of negotiating?
What is the aim of this book?
How the book is organized
How to use the book
1 Key principles and mistakes
Basic principles
Common negotiating mistakes
Review questions
2 Managing the negotiation process
Step 1: Preparing for negotiation
Step 2: Developing a strategy
Step 3: Getting started
Step 4: Building understanding
Step 5: Bargaining
Step 6: Closing
Review questions
Case study: The Temperamental Talent
3 Negotiating within groups
Organizing successful meetings
Communicating with impact
Looking for creative solutions
Achieving consensus
Review questions
Case study: Mawdesley Electronics Company
4 Negotiating between groups
Teamwork
Forming coalitions
Building integrative agreements
Review questions
Case study: International Computer Systems
5 Negotiating among cultures
Understanding different cultures
Adopting culture-specific strategies
Review questions
Case study: Borg-Warner Chemicals
6 Toolbox
Guidelines for preparing your negotiation
Key questions in developing your strategy
Guidelines for opening the negotiation
Guidelines for building understanding
Guidelines for managing your concession making
Guidelines for breaking deadlocks
Guidelines for improved problem solving
Guidelines to facilitate movement towards agreement
Guidelines for closing the negotiation
Check-list for reviewing the negotiation
Bibliography
Appendix
Index
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