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The persuasive negotiator : tools and techniques for effective negotiating
Title
The persuasive negotiator : tools and techniques for effective negotiating / Florence Kennedy Rolland.
ISBN
1000206084
1000206106
1000206122
1003026885
9781000206081
9781000206104
9781000206128
9781003026884
0367459876
9780367459871
9780367565923 (pbk.)
Publication
Milton Park, Abingdon, Oxon, : Routledge, Taylor & Francis Group, 2021.
Physical Description
1 online resource (xiii, 232 pages)
Local Notes
Access is available to the Yale community.
Access and use
Access restricted by licensing agreement.
Summary
Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation. Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it's creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.
Variant and related titles
Taylor & Francis. EBA 2024-2025.
Other formats
Print version: Kennedy Rolland, Florence The Persuasive Negotiator : Tools and Techniques for Effective Negotiating Milton : Taylor & Francis Group,c2020
Format
Books / Online
Language
English
Added to Catalog
August 08, 2024
Contents
1. What is negotiation?
Introduction
Alternative methods of making decisions
What is negotiation?
Conclusion
Checkpoint 1
2. Distributive bargaining
Introduction
Distributive bargaining
Entry and exit prices
Settlement range
Negotiators with overlapping entry prices
The negotiators' surplus
Conclusion
Checkpoint 2
3. Integrative bargaining, part 1: Preparation
Introduction
What do we need to do first?
What are we negotiating about?
What are Interests?
What are the negotiable Issues?
What are the priorities for each Issue?
What are the negotiable ranges for each Issue?
Positions
setting entry and exit points
Tradables
Conclusion
Checkpoint 3
4. Integrative bargaining, part 2: Debate
Introduction
8. Rational bargaining
Introduction
John Nash and Utility Theory
The benefits of bargaining
The real bargaining problem
Fisher and Ury on principled negotiation
BATNA
The negotiator as mediator
Conclusion
Checkpoint 8
9. Ploys and tactics
Introduction
Learning about ploys
Three types of ploys
Dominance ploys
Shaping ploys
Closing ploys
Conclusion
Checkpoint 9
10. Culture and negotiation
A negotiating tale of two cities
Cultural relativism
Do people negotiate using different processes?
What is culture?
The cultural relativist's challenge
Conclusion
Appendix 1: Glossary of terms
Appendix 2: Checkpoint answers
Index.
What is debate?
Types of destructive debate
Constructive debate behaviours
How not to disagree
Conclusion
Checkpoint 4
5. Integrative bargaining, part 3: How to propose
Introduction
What is a proposal?
How to make proposals
How to receive a proposal
Summarising issues
Conclusion
Checkpoint 5
6. Integrative bargaining, part 4: How to bargain
Introduction
From proposals to bargains
Linked trading
Bargaining to close the deal
The agreement
Conclusion
Checkpoint 6
7. The styles of negotiation
Introduction
Trust in time
Negotiator's dilemma
Red, Blue and Purple styles of negotiation
The difficult negotiator
Making progress with a Purple style in a Red negotiation
Conclusion
Checkpoint 7
Subjects
Subjects (Medical)
Negotiating
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