TY - GEN T1 - How to master negotiation T2 - Online access with DDA: Askews (Psychology) A2 - Carroll, Eileen A2 - Balassa, Balint A2 - Oppenheimer, Leah LA - English PP - London PB - Bloomsbury Professional YR - 2015 UL - https://ebooks.jgu.edu.in/Record/ebsco_acadsubs_on1053858415 AB - 'How to Master Negotiation' provides individuals with a guide of how to prepare themselves and others for a variety of negotiations - ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict. OP - 256 NO - ContentsChapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs Chapter 3: 'Of Course I Am A Team Player ... They End Up Seeing My Way ... Eventually!': How to prepare your team for a negotiation Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interestsChapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiationsChapter 14: Conclusion. CN - BF637.N4 SN - 1784510513 SN - 9781784510527 SN - 1784510521 SN - 178043796X SN - 9781780437965 SN - 9781784510510 KW - Negotiation. KW - Negotiation in business. KW - Negotiating KW - NeĢgociations. KW - NeĢgociations (Affaires) KW - Business strategy. KW - Business & management. KW - Arbitration, mediation & alternative dispute resolution. KW - Business negotiation. KW - Business & Economics : Negotiating. KW - Law : Alternative Dispute Resolution. KW - Negotiation KW - Negotiation in business ER -