TY  - BOOK
AU  - Goldwich,David
TI  - Win-win negotiations: developing the mindset, skills and behaviours of win-win negotiatiors 
SN  - 9789814276610
U1  - 658.405 
PY  - 2010///
CY  - Singapore
PB  - Marshall Cavendish
KW  - Negotiation in business
N1  - 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
N2  - 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
ER  -