Win-win negotiations : developing the mindset, skills and behaviours of win-win negotiatiors /
David Goldwich.
- Singapore : Marshall Cavendish, c2010.
- 175 p. : ill. b&w ; 22 cm.
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.