โ Scribed by Steven Cohen, Stephen Cohen
No coin nor oath required. For personal study only.
This is the devil's guide to persuation, written by someone who was teaching negotiation for a living.
The book is written in a text book format. It transforms the negotiation into a science.
The book is not an easy to go book. It is not an everyday negotiation skills book, mostly dedicated towards negotiation strategy, which could help in large business transactions, but not for everyday negotiation.
Copyright......Page 5
Contents......Page 7
Plan of the Book......Page 13
Special Features......Page 14
Acknowledgments......Page 15
About the Author......Page 17
1: Competitive Versus Collaborative Decision Making......Page 21
What Is Negotiation?......Page 22
What Negotiation Is Not......Page 24
Types of Negotiation......Page 25
Hazards of Adopting a Position......Page 26
Understanding Our Own Interests......Page 27
What Difference Does It Make to Distinguish Between Interests and Positions?......Page 28
How Do You Deal with Positional Bargainers?......Page 30
Is Money Really the Interest?......Page 32
Primary (Fundamental)and Secondary (Derivative) Interests......Page 33
Looking Beyond Our Personal Interests......Page 35
Compromise:Where Does It Fit?......Page 37
When Interests Conflict......Page 39
Manager โs Checklist for Chapter 1......Page 40
Index......Page 44
Manager โs Checklist for Chapter 12......Page 1
Foundation of the Seven Pillars......Page 0
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You can't always get what you want -- for yourself or your business -- but this book will help you negotiate the best deal possible! <P>Learn all you need to know about negotiating, from preparing your argument and briefing a team to establishing the right atmosphere and closing a deal. Negotiating
Negotiation Special Report #10 Copyright ยฉ 2012 by Harvard University, 14 p.<br/>The articles in this Special Report were previously published in Negotiation, a monthly newsletter for leaders and business professionals in every field.<br/>Negotiation is published by the Program on Negotiation at Har