Beyond dealmaking [electronic resource] : five steps to negotiating profitable relationships / Melanie Billings-Yun.

By:

Billings-Yun, Melanie

Material type:

TextPublication details: San Francisco : Jossey-Bass, 2009.Description: 1 online resource (xix, 279 p.) : ill. b&wISBN:

9780470564271

Subject(s):

DDC classification:

658.4052

Online resources:

Click here to view

Contents:

Pt. 1. Why relationship matter -- Ch. 1. The goal is not a good deal, but a good outcome -- Ch. 2. Even monkeys demand fairness -- Ch. 3. The power of us -- Pt. 2. The mind of the negotiator -- Ch. 4. The four pillars of relationship negotiation -- Ch. 5. Don’t feed the bears! -- Ch. 6. Be prepared -- Pt. 3. Five steps to success -- Ch. 7. Goals – What you really want -- Ch. 8. Routers – How to get there -- Ch. 9. Arguments – Making your case -- Ch. 10. Substitutes – The backup plan -- Ch. 11. Persuasion – Winning them over -- Pt. 4. Conclusion -- Ch. 12. You can negotiate! -- Appendix A: GRASP negotiation plan -- Appendix B: Post-negotiation evaluation.

Summary: Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions

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Holdings
Item type	Current library	Call number	URL	Status
Electronic resources	Marbella International University Centre Library	658.4052 BIL bey (Browse shelf(Opens below))	Link to resource	Available

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Previous	658.405 MAL neg Negotiation genius :	658.405 SHE bar Bargaining for advantage :	658.405 WIN win Harvard Business Review on winning negotiations.	658.4052 BIL bey Beyond dealmaking	658.406 AJA lea Leading change /	658.406 CAM dia Diagnosing and Changing Organizational Culture :	658.406 KOT hea The heart of change :	Next

Includes bibliographical references and index.

Pt. 1. Why relationship matter --
Ch. 1. The goal is not a good deal, but a good outcome --
Ch. 2. Even monkeys demand fairness --
Ch. 3. The power of us --
Pt. 2. The mind of the negotiator --
Ch. 4. The four pillars of relationship negotiation --
Ch. 5. Don’t feed the bears! --
Ch. 6. Be prepared --
Pt. 3. Five steps to success --
Ch. 7. Goals – What you really want --
Ch. 8. Routers – How to get there --
Ch. 9. Arguments – Making your case --
Ch. 10. Substitutes – The backup plan --
Ch. 11. Persuasion – Winning them over --
Pt. 4. Conclusion --
Ch. 12. You can negotiate! --
Appendix A: GRASP negotiation plan --
Appendix B: Post-negotiation evaluation.

Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions

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