The truth about win-win negotiating / Leigh Thompson
- Author
- Thompson, Leigh L.
- Published
- Upper Saddle River, N.J. : FTPress Delivers, [2011]
- Copyright Date
- ©2011
- Physical Description
- 1 online resource (9 unnumbered pages).
- Additional Creators
- Thompson, Leigh L. and FT Press
Access Online
- Series
- Contents
- Cover -- The Truth About Win-Win Negotiating -- Getting to Win-Win -- Satisficing -- Lack of Feedback -- The Fixed-Pie Perception -- Fixed-sum and Variable-sum Negotiations -- ZOPA (Zone of Possible Agreement).
- Summary
- This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. What "win-win" negotiation really means--and how to put it to work for you Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win. Yet some people think that simply means reaching any agreement. Others think it's a negotiation that leaves all parties still speaking. Still others think it means dividing everything equally down the middle. Although all these outcomes are desirable, none captures the central concept of a win-win negotiation...
- Subject(s)
- ISBN
- 9780132460941
0132460947
9780132371711
View MARC record | catkey: 37420488