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

Contributor(s):

Material type: Text

TextPublication details: New York : J. Wiley, 1996.Description: viii, 296 p. : ill. ; 23 cmISBN:

9780471013211

Subject(s):

Negotiation in business

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 Notes: Includes index More Information: Table of contents Table of contents Contributor biographical information Publisher description Find a Copy at a Library Filter by: 5 editions in 340 libraries Showing 48 libraries near Only public libraries Academic Library Type Academic Tshwane University of Technology - Mbombela Campus 2,256 kilometers from your current location. Private Bag X11312 Mbombela 200 South Africa Favorite Library Get Directions Other Library Type Other CSIR Information Services CSIRIS 2,408 kilometers from your current location. PO Box 395, Brummeria Pretoria 0001 South Africa Favorite Library Get Directions Academic Library Type Academic Tshwane University of Technology TUT 2,413 kilometers from your current location. Staatsartillerie Road,, Pretoria West Pretoria 0001 South Africa Favorite Library Get Directions Academic Library Type Academic Unisa: Muckleneuk Campus 2,415 kilometers from your current location. Preller Street, Muckleneuk Ridge Pretoria 0002 South Africa Favorite Library Get Directions Other Library Type Other Eskom-Megawatt Park 2,465 kilometers from your current location. PO Box 1091 Johannesburg 2000 South Africa Favorite Library Get Directions Academic Library Type Academic University of Johannesburg - Auckland Park Kingsway Campus 2,465 kilometers from your current location. Library and Information Center, PO Box 524 Auckland Park 2006 South Africa Favorite Library Get Directions Public Library Type Public Florida Community Library 2,468 kilometers from your current location. Church Street & 3rd Ave, Florida Roodepoort 1709 South Africa Favorite Library Get Directions Academic Library Type Academic Vaal University of Technology Library Goldfields Library 2,522 kilometers from your current location. Andries Potgieter Boulevard Vanderbijlpark 1900 South Africa Favorite Library Get Directions Academic Library Type Academic Walter Sisulu University - Butterworth Campus 3,066 kilometers from your current location. Private Bag X3182 Butterworth 4960 South Africa Favorite Library Get Directions Academic Library Type Academic Lebanese American University Libraries 4,542 kilometers from your current location. Koraytem Beirut 1102 2801 Lebanon Favorite Library Get Directions Results per Page: Borrow from Tshwane University of Technology - Mbombela Campus near Dar es Salaam, Tanzania 2,256 kilometers away Buy this Item: Amazon $18.00 AbeBooks $1.59

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	Call number	Copy number	Status	Date due	Barcode	Item holds
Book	Mzumbe University Main Campus Library	658.4052 LEW (Browse shelf(Opens below))	1	Available		0078552

Total holds: 0

Includes bibliographies and 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
Notes:
Includes index
More Information:
Table of contents
Table of contents
Contributor biographical information
Publisher description
Find a Copy at a Library
Filter by:

5 editions in 340 libraries
Showing 48 libraries near
Only public libraries

Academic
Library Type Academic

Tshwane University of Technology - Mbombela Campus

2,256 kilometers from your current location.
Private Bag X11312
Mbombela 200
South Africa
Favorite Library
Get Directions
Other
Library Type Other

CSIR Information Services
CSIRIS

2,408 kilometers from your current location.
PO Box 395, Brummeria
Pretoria 0001
South Africa
Favorite Library
Get Directions
Academic
Library Type Academic

Tshwane University of Technology
TUT

2,413 kilometers from your current location.
Staatsartillerie Road,, Pretoria West
Pretoria 0001
South Africa
Favorite Library
Get Directions
Academic
Library Type Academic

Unisa: Muckleneuk Campus

2,415 kilometers from your current location.
Preller Street, Muckleneuk Ridge
Pretoria 0002
South Africa
Favorite Library
Get Directions
Other
Library Type Other

Eskom-Megawatt Park

2,465 kilometers from your current location.
PO Box 1091
Johannesburg 2000
South Africa
Favorite Library
Get Directions
Academic
Library Type Academic

University of Johannesburg - Auckland Park Kingsway Campus

2,465 kilometers from your current location.
Library and Information Center, PO Box 524
Auckland Park 2006
South Africa
Favorite Library
Get Directions
Public
Library Type Public

Florida Community Library

2,468 kilometers from your current location.
Church Street & 3rd Ave, Florida
Roodepoort 1709
South Africa
Favorite Library
Get Directions
Academic
Library Type Academic

Vaal University of Technology Library
Goldfields Library

2,522 kilometers from your current location.
Andries Potgieter Boulevard
Vanderbijlpark 1900
South Africa
Favorite Library
Get Directions
Academic
Library Type Academic

Walter Sisulu University - Butterworth Campus

3,066 kilometers from your current location.
Private Bag X3182
Butterworth 4960
South Africa
Favorite Library
Get Directions
Academic
Library Type Academic

Lebanese American University Libraries

4,542 kilometers from your current location.
Koraytem
Beirut 1102 2801
Lebanon
Favorite Library
Get Directions

Results per Page:
Borrow from Tshwane University of Technology - Mbombela Campus near Dar es Salaam, Tanzania
2,256 kilometers away
Buy this Item:
Amazon
$18.00
AbeBooks
$1.59

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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