The Book of Real World Negotiations Successful Strategies from Business Government and Daily Life 1st edition by Joshua Weiss 1119616220 9781119616221

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Product details:

ISBN-10 :  1119616220 

ISBN-13 : 9781119616221

Author : Joshua N. Weiss 

Real world negotiation examples and strategies from one of the most highly respected authorities in the field

This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table

The Book of Real-World Negotiations: Successful Strategies from Business, Government, and Daily Life 1st Table of contents:

1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway?
Skepticism toward Negotiation, and Common but Inaccurate Myths
What Great Negotiators Do: Five Key Principles
Notes
PArt I: Domestic Business Cases
2 Saving a Merger with Creative Thinking
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
3 Congratulations, You Reached Agreement. Now Can You Make It Better?
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
4 You Want What? How to Negotiate Significant Changes to a Relationship – without Destroying It
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
6 Let’s Walk Away, but Before We Do, Would You Consider …
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
8 Out from behind the Shadows
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
II: International Business Cases
9 Negotiating Effectively in the Face of a Significant Power Imbalance
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Note
10 Breaking a Negotiation Deadlock through Intangibles
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
12 When Rushing to Yes Leads to Bigger Problems – but Then a Solution
Background and the Negotiation Challenge
Negotiation
Lessons Learned
Notes
13 How Interests and Creativity Overcame a Negotiation Gap
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Note
14 Power Begets Power Begets Power
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
15 All in the Family: Business Negotiations with Baggage
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
16 When You Hit a Problem, Think to Restructure Instead of Walking Away
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
17 Going a Long Way to Make a Deal
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
18 Crossing Cultures and Crossing Wires
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
III: Government and Daily Life Cases
19 “It All Began with a Crumpled-Up Note”
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
20 The Difference between Stalemate and Solution? A Different Word
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiations
Lessons Learned
Notes
22 Listening Them Down from a Tree
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
23 Onions and Hostage Negotiations: The Many Layers
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
24 What Does Success Look Like for a Hostage Negotiator?
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
25 What’s in a Name – and How Do You Negotiate It?
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations
Background and the Negotiation Challenge
Preparing to Negotiate
The Negotiation
Lessons Learned
Notes
Conclusion
Threads: The Five Principles That Make Negotiators Great
Putting It All Together

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