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Think before you speak: a strategic guide to strategic negotiation

By: Lewiscki, Roy J.
Contributor(s): Hiam, Alexander [Co author] | Olander, Karen Wise [Co author].
Material type: materialTypeLabelBookPublisher: New York John Wiley 1996Description: viii, 296 p.ISBN: 9780471013211.Subject(s): Negotiation - Business | Global negotiation | Legal - ethical IssuesDDC classification: 658.45 Summary: Think Before You Speak Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process: https://www.wiley.com/en-us/Think+Before+You+Speak%3A+A+Complete+Guide+to+Strategic+Negotiation+-p-9780471013211
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Item type Current location Item location Collection Call number Status Date due Barcode
Books Vikram Sarabhai Library
General Stacks
Slot 2091 (2 Floor, East Wing) Non-fiction 658.45 L3T4 (Browse shelf) Available 198480

Table of content

The Advantage of Strategy.
Assessing Your Position.
Assessing the Other Party.
Context and Power.
Selecting a Strategy.
Implementing a Competitive Strategy.
Implementing a Collaborative Strategy.
Alternative Strategies: Accommodating, Avoiding,Compromising.
Understanding and Dealing with Traps and Biases inNegotiation.
Conflict Reduction: From Opponent to Collaborator.
When and How to Use Third-Party Help.
Communication Skills.
Legal and Ethical Issues.
"The More the Merrier": Negotiating through Representatives andTeams.
Mastering Strategic Negotiation.

Endnotes.
Index.

Think Before You Speak

Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process:


https://www.wiley.com/en-us/Think+Before+You+Speak%3A+A+Complete+Guide+to+Strategic+Negotiation+-p-9780471013211

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