The negotiation handbook / Andrea Cordell

Author:: Cordell, Andrea, 1965-
Published:: Abingdon, Oxon ; New York, NY : Routledge, 2019.
Copyright Date:: ©2019
Edition:: Second edition.
Physical Description:: xv, 144 pages ; 24 cm

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Contents:

Machine generated contents note: PHASE 1 Preparation -- 1.Negotiation strategy -- 2.Negotiation team -- 3.Negotiation agenda -- 4.Negotiation SWOT analysis -- PHASE 2 Relationship building -- 5.Building rapport -- 6.Body language -- 7.Neuro--Linguistic Programming (NLP) -- 8.Eye accessing -- PHASE 3 Information gathering -- 9.Questioning techniques -- 10.BATNA -- 11.ZOPA -- 12.Negotiation goals and targets -- PHASE 4 Information using -- 13.Tradeables and straw issues -- 14.First offer -- 15.Negotiation power -- 16.Personalities -- PHASE 5 Bidding -- 17.Persuasion methods -- 18.Negotiation tactics -- 19.Emotional intelligence -- 20.Influencing -- PHASE 6 Closing the deal -- 21.Thomas-Kilmann Conflict Mode Instrument -- 22.Subliminal linguistics -- 23.Summarising and ratification -- 24.Game theory -- PHASE 7 Implementing the deal -- 25.Negotiation evaluation -- 26.Kolb's experiential learning cycle -- 27.Cultural dimensions -- 28.Handover and contract management.

Subject(s):

Negotiation

ISBN:

9780815375555 hardcover
0815375557 hardcover
9780815375548 paperback
0815375549 paperback

Bibliography Note:

Includes bibliographical references and index.

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