Overview

Full Product Details

Author:   Andrew Trask (Counsel, Counsel, McGuire Woods, LLP) ,  Andrew DeGuire (Vice President of Strategy & Acquisitions, Building Efficiency, Vice President of Strategy & Acquisitions, Building Efficiency, Johnson Controls, Inc.)
Publisher:   Oxford University Press Inc
Imprint:   Oxford University Press Inc
Dimensions:   Width: 13.70cm , Height: 2.30cm , Length: 20.80cm
Weight:   0.431kg
ISBN:  

9780199846252

ISBN 10:   0199846251
Pages:   368
Publication Date:   06 June 2013
Audience:   College/higher education ,  Professional and scholarly ,  Undergraduate ,  Postgraduate, Research & Scholarly
Format:   Paperback
Publisher's Status:   Active
Availability:   To order  
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.

Table of Contents

Acknowledgments CHAPTER 1: ELEMENTS OF COMPLEX NEGOTIATION 1.1 When good deals go bad 1.2 The nature of negotiation 1.3 The problem of complex negotiations CHAPTER 2: NON-RATIONAL JUDGMENTS 2.1 Heuristics - When our mental shortcuts get us into trouble 2.2 Professional biases - How training colors our world 2.3 Personality and emotion - Nobody's Spock CHAPTER 3: MULTI-PARTY NEGOTIATIONS 3.1 Multi-lateral negotiations - More people, more problems 3.2 Team negotiations - None of us is as dumb as all of us. I love my team/I hate my team 3.3 Negotiations with organizational constituents - Behind the table 3.4 Practical suggestions CHAPTER 4 - MULTIPLE DECISIONS 4.1 Multiple options 4.2 Multiple issues 4.3 Agendas - The Secret Weapon 4.4 Practical applications CHAPTER 5 - TRANSACTIONS OVER TIME 5.1 Path dependence - Starting points matter 5.2 Time asymmetries - Why someone prefers to go slow 5.3 Exogenous shocks - What happens when stuff happens 5.4 Learning - Why some conflict may not be so bad 5.5 Sequential strategy - Why it pays to be nice 5.6 Practical implications CHAPTER 6 - REGULATED NEGOTIATIONS 6.1 Information and disclosure - basic concepts 6.2 Obligations/duties to constituents (corporate law) 6.3 Conduct of negotiations 6.4 What written agreement looks like (contract law/rules of evidence) 6.5 Content of deal (tax/specific regulations) 6.6 Practical implications CHAPTER 7 - INTER-CULTURAL NEGOTIATIONS 7.1 Organizational culture - The Personality of the Organization 7.2 National culture - You can take the boy out of Iowa EL CHAPTER 8 - GRAND STRATEGY 8.1 Primary purpose 8.2 Scorecard 8.3 Internal capacity assessment 8.4 Best alternatives 8.5 Materiality/leverage CHAPTER 9 - INTELLIGENCE 9.1 What to Look For 9.2 How to Find It. CHAPTER 10 - TACTICAL MOVES 10.1 Deploying resources 10.2 Process - The importance of project management 10.3 Putting things in motion 10.4 Approaching the Other Side 10.5 In the Room 10.6 Put into action Index

Reviews

Invaluable! Full of ready-to-use advice, rooted in both theory and practice. This book goes well beyond traditional best-sellers in the field, and draws on the latest economic and legal thinking. It is written with a lively pen and illustrated with pointed examples. CEOs, line managers, and strategists in any organization will gain from it. Don't even think about negotiating without reading this book first. --Ben Gomes-Casseres, Professor, Brandeis University

<br> Invaluable! Full of ready-to-use advice, rooted in both theory and practice. This book goes well beyond traditional best-sellers in the field, and draws on the latest economic and legal thinking. It is written with a lively pen and illustrated with pointed examples. CEOs, line managers, and strategists in any organization will gain from it. Don't even think about negotiating without reading this book first. <br>--Ben Gomes-Casseres, Professor, Brandeis University <br><p><br>

Invaluable! Full of ready-to-use advice, rooted in both theory and practice. This book goes well beyond traditional best-sellers in the field, and draws on the latest economic and legal thinking. It is written with a lively pen and illustrated with pointed examples. CEOs, line managers, and strategists in any organization will gain from it. Don't even think about negotiating without reading this book first. --Ben Gomes-Casseres, Professor, Brandeis University

Author Information

Andrew Trask is counsel at McGuire Woods, LLP where he specializes in class-action litigation, including consulting on various complex litigation settlements. He frequently writes and speaks on litigation strategy and maintains the Class Action Countermeasures blog. He is co-author, with Brian Anderson, of The Class Action Playbook, Second Edition (Oxford University Press 2012). Andrew DeGuire is Vice President of Business Development & Global Growth at Johnson Controls, Inc. He has been involved in acquisitions and divestitures for more than 17 years. He has been a part of and led teams responsible for over $4 billion in value. He has been engaged in more than 40 deals that have closed successfully, and-just as important-more than 200 that have not.

Tab Content 6

Author Website:  

Customer Reviews

Recent Reviews

No review item found!

Add your own review!

Countries Available

All regions