دانلود کتاب Practical Business Negotiation

Distributive and Integrative

Choosing the Strategy

When not to Negotiate at All

Gaining and Giving Information

Relationships

Empathy

Impression Management

Satisfaction

Negotiation Error: How NOT to give a Concession

Anchoring Effect

BATNA

Reserve Point

Negotiation Error: Watch your BATNA

Understanding and Misunderstanding Interests

Principle Based Negotiation

Getting to Start

Building Momentum

3D Negotiation

Basic Planning

Identifying Interests

Backward Mapping

Priority and Outcome Mapping

The Sequence of Talk at the Table

Top Down / Bottom Up

Culture and Negotiation

Weak/Strong Points of North American Negotiators

Weak/ Strong Points of Japanese Negotiators

Weak/Strong Points of Chinese Negotiators

Gender

Designing Offers and Suggesting Tradeoffs

Accepting and Rejecting Offers

Summarizing and Clarifying

Practical Verbal Signals

Deadlock and Breaking Deadlock

Shutdown Moves

Language Choice

Visual Communication

Remote Electronic Negotiations

Negotiation Error: When to Go Slow

Tactics at the Table

Persuasion Approaches

Humor in the Negotiation

Ethics

Who Should You Not Negotiate With?

Educating the Boss and Coworkers

Back Table Negotiations

Negotiation Error: Back Table Out of Synch

Problem Solving Techniques

War Gaming as Preparation

Financial Modelling

Robust Agreements that can Survive

Control Mechanisms Often Found in Negotiated Agreements

When Agreements Don`t Survive: Outside Support, Mediation, Arbitration

Draft or Binding Agreements

Lifecycle of Negotiation

Example of a Negotiation through the Phases

Practical List of Don’ts

Voluntariness

Utility

Strategy

Relationship

Relationship and Negotiations across Cultures

Negotiation Structure

Communication

Game Theory and Negotiating

Distributive/Integrative + New Value Creation

Planning Document – Clusters

Reserve Line

Backward Planning

Flowchart planning

Issues, steps, reserve, scorecard