The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything
- 2h 29m
- Grande Lum
- McGraw-Hill
- 2005
Every day, in virtually every interaction, you are negotiating something. The Negotiation Fieldbook goes beyond empty theory to provide you with a step-by-step, what-to-say-and-do blueprint for skillfully taking each negotiation from engagement to agreement. Written by one of today’s most globally respected negotiation experts, it will give you the knowledge and insights you need to overcome previous animosities, turn confrontation into collaboration, and make each negotiation one that will leave each party as satisfied as possible—even when a satisfactory solution seems impossible to achieve.
About the Author
Grande Lum is the founder and a managing director of Accordence, a leading negotiation consultancy and training provid4er. He is also cofounder and former principal of thoughtBridge.
In this Book
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Interests—Get Underneath Negotiating Positions
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Options—Brainstorm Creatively
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Criteria—Use Objective Standards Instead of Willpower
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No-Agreement Alternatives—Know Your BATNA
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The 4D Design Phase—Set Up and Begin Any Negotiation
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The 4D Dig and Develop Phases—Discover Interests, Brainstorm Options, and Narrow through Criteria
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The 4D Decide Phase—Come to Closure
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Dealing with Difficult Tactics
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Treat All Negotiations as Cross-Cultural
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Prepare, Prepare, Prepare!
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Icon and 4D Summary
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4D Key Point Summary
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Worksheets
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Glossary
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References
