Win-win negotiations : developing the mindset, skills and behaviours of win-win negotiatiors / David Goldwich.
Material type:
TextPublication details: Singapore : Marshall Cavendish, c2010.Description: 175 p. : ill. b&w ; 22 cmISBN: - 9789814276610
- 658.405
| Item type | Current library | Call number | Status | Barcode | |
|---|---|---|---|---|---|
Books
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Marbella International University Centre Library | 658.405 GOL win (Browse shelf(Opens below)) | Available | 10631 |
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| 658.405 BRE neg Negotiating globally | 658.405 FIS get Getting to yes : | 658.405 GAN dil The disruption dilemma / | 658.405 GOL win Win-win negotiations : | 658.405 LEW mas Mastering business negotiation : | 658.405 MAL neg Negotiation genius : | 658.405 SHE bar Bargaining for advantage : |
Includes bibliographical references and index.
1. Setting the stage --
2. The win-win mindset --
3. Negotiating tactics and counter-tactics --
4. Positions, interests, currencies and options --
5. Developing and using your plan B --
6. Negotiating power --
7. Communication and relationship issues --
8. Emotions in negotiation --
9. Wrapping up: implementation and post-negotiation matters --
10. More win-win negotiating wisdom.
We all negotiate every day, whether we realise it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose style. In today s interdependent world of business partnerships and long-term relationships, however, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators value their business and social relationships winning in a given negotiation is not as important as maintaining their winning relationships, but this does not mean they must sacrifice their interests. Win-win negotiators believe they can win both the negotiation and the relationship.
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