Win-win negotiations : developing the mindset, skills and behaviours of win-win negotiatiors / David Goldwich.

By:

Goldwich, David, 1959-

Material type:

TextPublication details: Singapore : Marshall Cavendish, c2010.Description: 175 p. : ill. b&w ; 22 cmISBN:

9789814276610

Subject(s):

Negotiation in business

DDC classification:

658.405

Contents:

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.

Summary: 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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Holdings
Item type	Current library	Call number	Status	Barcode
Books	Marbella International University Centre Library	658.405 GOL win (Browse shelf(Opens below))	Available	10631

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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