ESCP Europe

Item type

Book

Language

English

Publication year

1999

Edition no.

2nd

ISBN

978-1-84413-146-4

Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving. This book cuts through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. from back cover.

Introduction --- I. THE PROBLEM --- 1. Dont bargain over positions --- II. THE METHOD --- 2. Separate the people from the problem --- 3. Focus on interests, not positions --- 4. Invent options for mutual gain --- 5. Insist on using objective criteria --- III. YES, BUT --- 6. What if they are more powerful? (develop your BATNA Best Alternative to a Negotiated Agreement) --- 7. What if they wont play? (use negotiation jujitsu) --- 8. What if they use dirty tricks? (taming the hard bargainer) --- IV. IN CONCLUSION --- V. TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES --- Analytical table of contents --- A note on the Harvard Negotiation project..