Fred E Jandt

Win-Win Negotiating

Turning Conflict Into Agreement

• Broschiertes Buch

Produktbeschreibung

In this conversation with his co-author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict--labor negotiators, diplomats and corporate managers. Get what you want and win allies, with win-win'' negotiating techniques. Here are the same methods used by people whose jobs are managing conflict--labor negotiators, diplomats, and top corporate managers--and how to put them to work for you in everyday business situations.

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Produktdetails

• Verlag: Wiley
• Revised edition
• Seitenzahl: 312
• Erscheinungstermin: 16. Januar 1991
• Englisch
• Abmessung: 229mm x 152mm x 19mm
• Gewicht: 515g
• ISBN-13: 9780471858775
• ISBN-10: 0471858773
• Artikelnr.: 21219049

Autorenporträt

Fred E. Jandt is the author of Win-Win Negotiating: Turning Conflict Into Agreement, published by Wiley.

Inhaltsangabe

1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 1
2 How do you deal with conflict 7
3 Beyond evil and illness: Old and new ideas about conflict within
organizations 23
4 Why conflict is inevitable within organizations 29
5 One is not enough: Or identifying the sources of conflict 63
6 On the escalator: Or how small conflicts quickly become large ones 75
7 Destructive and productive uses of conflict 101
8 An exercise in dealing with conflict 119
9 Getting past "Yes" or the theoretically perfect resolution of any
conflict 129
10 Negotiating from strength: Or how to get others to give you power to
resolve a conflict 155
11 How professional negotiators operate: Positional bargaining versus
interest bargaining 179
12 The mini-max strategy: Or what should I give and what should I get? 199
13 Determining your opponent's mini-max 217
14 Unpacking: Or how to find multiple ways to help your opponents get a
good deal 229
15 Undoing, tokening, bone-throwing, issue substitution: And other paths to
pacification 249
16 The hardball negotiator: Or how to fight dirty when you have to 263
17 It's not always easy: but it's usually possible 295
Index 299