The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily Life

ISBN-13: 9781119616191 / Angielski / Twarda / 2020 / 320 str.

Joshua N. (George Mason University) Weiss

Spis treści

Foreword xiPreface xiiiIntroduction: The Power of Stories to Teach About Negotiation 11 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11I Domestic Business Cases 252 Saving a Merger with Creative Thinking 313 Congratulations, You Reached Agreement. Now Can You Make It Better? 394 You Want What? How to Negotiate Significant Changes to a Relationship - without Destroying It 475 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 596 Let's Walk Away, but Before We Do, Would You Consider . . . 677 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 758 Out from behind the Shadows 85II International Business Cases 939 Negotiating Effectively in the Face of a Significant Power Imbalance 9910 Breaking a Negotiation Deadlock through Intangibles 10511 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 11512 When Rushing to Yes Leads to Bigger Problems - but Then a Solution 12313 How Interests and Creativity Overcame a Negotiation Gap 13114 Power Begets Power Begets Power 14115 All in the Family: Business Negotiations with Baggage 14716 When You Hit a Problem, Think to Restructure Instead of Walking Away 15517 Going a Long Way to Make a Deal 16518 Crossing Cultures and Crossing Wires 173III Government and Daily Life Cases 18119 "It All Began with a Crumpled-Up Note" 18520 The Difference between Stalemate and Solution? A Different Word 19721 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 20722 Listening Them Down from a Tree 21923 Onions and Hostage Negotiations: The Many Layers 22924 What Does Success Look Like for a Hostage Negotiator? 24125 What's in a Name - and How Do You Negotiate It? 25126 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257Conclusion 267Glossary 277Acknowledgments 283About the Author 285Index 28

O autorze

Joshua N. Weiss, PhD is the co-founder of the Global Negotiation Initiative at Harvard University and a Senior Fellow at the Harvard Negotiation Project. He is also the Director and creator of the Master of Science degree in Leadership and Negotiation at Bay Path University. He received his Ph.D. from the Institute for Conflict Analysis and Resolution at George Mason University in 2002.