Negotiation: Strategy, Style and Skills

✍ Scribed by Nadja Alexander; Jill Howieson; Kenneth (Ken) Fox

• Publisher: Lexis Nexis
• Year: 2015
• Tongue: English
• Leaves: 395
• Edition: 3
• Category: Library

✦ Table of Contents

Full Title
Copyright
Foreword
List of Figures
List of Tables
Preface
Glossary
Table of Contents
Chapter 1: Negotiation: definitions, terms and approaches
The nature of negotiation
A constructive approach
How to use this book
Reflective and reflexive practice
Summary
Chapter 2: Positional negotiation
Introduction
Positional, distributive and adversarial negotiation
Setting the parameters: positions, goals, bottom lines, zones of agreement
Concession-making
Styles and tactics: positional negotiation
Opportunities and risks of positional negotiation
Summary
Chapter 3: Interest-based negotiation
Introduction
Interests, alternatives, options and independent criteria
Style and tactics of interest-based negotiation
Opportunities and risks of interest-based negotiation
Summary
Chapter 4: A constructive negotiation process
Introduction
What makes a negotiation successful?
Constructive Negotiation Model
Ten-step guide to constructive negotiation
Summary
Chapter 5: Preparing for negotiation
Introduction
A systematic approach to preparation
Summary
Chapter 6: Negotiation: larger-than-life communication
Introduction
The Negotiator’s Four Meanings in a Message (or the negotiator’s four tongues)
The negotiator’s four listening ears
Active listening
More communication skills for negotiators
Summary
Chapter 7: Deepening negotiator awareness and skills
Introduction
Working with conflict
Working with difference
Working with power
Working with multiple intelligences
Summary
Chapter 8: Decision-making in negotiation: storytelling, emotions, memory and persuasion
Introduction
Our brain and conflict
Making the most of memory
Negotiators as storytellers
Using your brain to make decisions in negotiation
Emotional hijacking (or the case of the stuck amygdala)
The power of empathy and contagious emotions
Decision-making traps
Emotions in negotiations — yours and theirs
The reflexive brain
Summary
Chapter 9: Culture, sex, gender and intersectional fluency — the language of the constructive negotiator
Introduction
The neuroscience of culture
Moving towards cultural fluency
Sex, gender and the constructive negotiator
Intersectional fluency
Summary
Chapter 10: Tough skills for tough negotiations
Introduction
How to handle hardball negotiation tactics
Overcoming impasses: so close yet so far away
Wicked problems
Summary
Chapter 11: Multiparty and team negotiations
Introduction
Multiparty negotiations
Understanding communication in groups
Team negotiations
Summary
Chapter 12: Ten principles for constructive negotiators
Introduction
Factors leading to an unsuccessful negotiation
Successful constructive negotiating
Useful books
Index