Overview

Full Product Details

Author:   CEDR
Publisher:   Bloomsbury Publishing PLC
Imprint:   Bloomsbury Professional
Dimensions:   Width: 16.80cm , Height: 1.60cm , Length: 24.20cm
Weight:   0.460kg
ISBN:  

9781780437965

ISBN 10:   178043796
Pages:   264
Publication Date:   24 September 2015
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Manufactured on demand  
We will order this item for you from a manufactured on demand supplier.

Table of Contents

Contents Chapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs Chapter 3: 'Of Course I Am A Team Player ... They End Up Seeing My Way ... Eventually!': How to prepare your team for a negotiation Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interests Chapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiations Chapter 14: Conclusion

Reviews

CEDR succeed in providing something of value to all negotiators. There is a wealth of practical experience as well as theoretical insights in this book. Is this book worth buying? Definitely yes. Stephen Walker, Mediator

Author Information

CEDR (The Centre for Effective Dispute Resolution) is an independent, world-leading organisation with a mission to cut the cost of conflict and create choice and capability in dispute prevention and resolution. They set the standard for dispute resolution and conflict management with their leading mediation and consultancy services.

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