One Stop Negotiation

One Stop Negotiation

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Most human beings negotiate virtually every day - it is a life skill. However, because we do it automatically often we don't regard it as negotiation. Negotiation is thought of in terms of money, conditions and schedules, but, in essence, whilst it is about all these things, it is mainly about people - the parties to the negotiation - and how they act and react to each other and to the circumstances in which they find themselves. This is a guide to both parties' desired results, motivation, goals and personalities and a guide to a process that we may previously have tended to use without thinking. By encouraging thought, it should help to convert an instinctive reaction into a considered skill, enabling the reader to attain better results in their future negotiations. Key features include sections on both strategies and tactics, an expanded index format for ease of reference in the tactics section and a review of challenges from both sides of the negotiating table.
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Product details

  • Paperback | 195 pages
  • 158 x 233mm | 313g
  • London, United Kingdom
  • 1860720420
  • 9781860720420

Table of contents

Part 1 Strategy: a negotiating strategy; human factors; psychological factors; getting our act together. Part 2 Tactics: aggravation; alternative dispute resolution; assumptions; auctioning; concessions; debt-chasing; desired result; disguises; disinformation; embarrassment; fingertips facts; forcing a deal; gaining the initiative; good guy, bad guy; having the last word (or "doornobbing"); keeping one's powder dry; memory failure; moving towards each other by degrees (or "salami slicing"); pre-emptive strike; provocation; quid pro quo; SARAH; settling old scores; shock tactics; silence; splitting the difference; take it or leave it (or "Hobson's choice"); temper - false; temper - real; terms; testing the water - leaks; thinking time (or "take five").
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About John Wyborn

David Martin, FCIS, FIPD, FCB is Director of Buddenbrook Consultancy which provides comprehensive corporate and personnel services to a range of businesses. He sits on one of the Registrar of Companies' user committees and is also a member of the Employment Tribunals Panel, a regular seminar and conference speaker and the author of around 25 successful publications. John Wyborn is Director of Craigwell Associates, consultants in Corporate Administration and Information Technology. He is a member of the Institute of Management and the British Computer Society as well as a member of the Wider Users Committee at Companies House. He lectures in contracts and administration and company law.
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