Think before you speak : the complete guide to strategic negotiation / Roy J. Lewicki, Alexander Hiam and Karen Wise Olander.

By:

Lewicki, Roy J

Contributor(s):

Material type: Text

TextPublication details: New York : J. Wiley, c1996.Description: viii, 296 p.: ill. ; 23 cmISBN:

0471013218 (Cloth : alk. paper)

Other title:

complete guide to strategic negotiation

Subject(s):

DDC classification:

658.4052 LEW

Contents:

1. The Advantage of Strategy 2. Assessing Your Position 3. Assessing the Other Party 4. Context and Power 5. Selecting a Strategy 6. Implementing a Competitive Strategy 7. Implementing a Collaborative Strategy 8. Alternative Strategies: Accommodating, Avoiding, Compromising 9. Understanding and Dealing with Traps and Biases in Negotiation 10. Conflict Reduction: From Opponent to Collaborator 11. When and How to Use Third-Party Help 12. Communication Skills 13. Legal and Ethical Issues 14. "The More the Merrier": Negotiating through Representatives and Teams 15. Mastering Strategic Negotiation

Summary: Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation - calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies. The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent

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Holdings
Item type	Current library	Home library	Call number	Copy number	Status	Date due	Barcode	Item holds
Book	Mzumbe University Main Campus Library	Mzumbe University Main Campus Library	658.4052 LEW (Browse shelf(Opens below))	1	Available		0078551
Book	Mzumbe University Main Campus Library	Mzumbe University Main Campus Library	658.4052 LEW (Browse shelf(Opens below))	2	Available		0078554

Total holds: 0

Includes index.

1. The Advantage of Strategy
2. Assessing Your Position
3. Assessing the Other Party
4. Context and Power
5. Selecting a Strategy
6. Implementing a Competitive Strategy
7. Implementing a Collaborative Strategy
8. Alternative Strategies: Accommodating, Avoiding, Compromising
9. Understanding and Dealing with Traps and Biases in Negotiation
10. Conflict Reduction: From Opponent to Collaborator
11. When and How to Use Third-Party Help
12. Communication Skills
13. Legal and Ethical Issues
14. "The More the Merrier": Negotiating through Representatives and Teams
15. Mastering Strategic Negotiation

Think Before You Speak is a powerful, plain-English guide for developing the specific skills you need to handle any negotiation - calmly, confidently, and successfully. Written by a leader in the field of negotiation and conflict resolution, this authoritative guide prepares you for every point in the negotiation process, so that you can enter it with a focused mind, aware at all times of your goals, options, tactics, and strategies. The product of years of analysis of all kinds of negotiations, Think Before You Speak shows you how to size up an opponent, analyze the overall context of the negotiation, and accurately assess your own position. It will show you how to select a specific negotiating strategy, and how to change strategies when the situation requires it. To keep you from falling into the common traps and snares of negotiation, this invaluable book will make you aware of your own assumptions and biases, as well as those of your opponent

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