Overview

This book explains why the negotiation process is not finished when a deal is signed and elaborates on how to get better deals when focusing on sustainable collaboration rather than on the deal itself. This book is a pioneer in showing the extent of the negotiation process. It makes the case that whenever negotiators assume that the negotiation is finished when a deal is signed they dive into a pitfall. What follows the signature of a deal is the enforcement of the contract which is when all surprises and difficulties unfold. By assuming that the negotiation was over, companies are taken by surprise by all the features of the after-deal and often improvise their solutions because there is urgency what leads to higher levels of stress and risks. This book shows how to shift from stressful, hazardous and confrontational situations to enjoyable, comfortable and future oriented negotiation strategies.

Full Product Details

Author:   Eliane Karsaklian
Publisher:   Information Age Publishing
Imprint:   Information Age Publishing
ISBN:  

9781641138079

ISBN 10:   1641138076
Pages:   116
Publication Date:   30 October 2019
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

Introduction Chapter 1: You Can Protect Yourself From Change or Be an Inspiring Trend Setter Chapter 2: If You Can’t Measure It, It’s Not Real Chapter 3: Winning and Losing Are Just Emotions Chapter 4: Sustainable Negotiation Is a Mindset, a Lifestyle Chapter 5: Anchor: Stability or Chain? Chapter 6: Have It Done or Enjoy the Process Chapter 7: What You Cannot See Can Hit You Chapter 8: A Vision of Future Chapter 9: When the World Was Flat Chapter It Is Nice to Be Important, But It Is More Important to Be Nice Chapter 11: God Doesn’t Play Dice Chapter 12: Getting Used Is Handy but Tricky Because It Prevents People From Thinking Differently Chapter 13 If It’s Built Right It Lasts Conclusion To Infinity and Beyond! References About the Author

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Eliane Karsaklian, University of Illinois at Chicago.

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