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Shelf Number | Material Type | Copy | Shelf Location | Status |
|---|---|---|---|---|
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Summary
Summary
Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.
Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:
Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to successAuthor Notes
Roy J. Lewicki is Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University, where he teaches courses in negotiation, leadership, and management. He has previously served on the faculties at Duke University, Dartmouth College, and Yale University. Lewicki received his B.A. from Dartmouth College and Ph.D. in social psychology from Columbia University. He is the author of over thirty books, including Negotiation, Negotiation: Readings, Exercises and Cases and Essentials of Negotiation, which are the top-selling textbooks used to teach negotiation skills in business schools. Lewicki conducts numerous executive seminars in negotiation and leadership for companies such as Wells Fargo, Schlumberger, American Electric Power, Nationwide, Limited Stores, Eli Lilly, and Netjets and many government and nonprofit organizations. Among his many teaching awards is the Distinguished Educator Award from the Academy of Management.
This is the third book that Lewicki and Alex Hiam have coauthored; the others are Think Before You Speak and the Fast Forward MBA in Negotiation and Deal Making .
Alexander Hiam is the president of INSIGHTS, which provides leadership, conflict management, and negotiation programs and materials to managers in business and government for clients such as the FBI, U.S. Coast Guard, 3M, GM, Home Depot, Exxon-Mobil, AT&T, UPS, Kaiser Permanente, Royal Caribbean Cruise Lines, and the U.S. Navy and Army. He received his B.A. from Harvard College and his M.B.A. from the University of California, Berkeley, and served in management roles in high-tech and transportation companies before founding his own firm. He has also been on the faculties of the business schools at the University of Massachusetts at Amherst and American International College. His previous books include The Vest-Pocket CEO, Marketing for Dummies, The Portable MBA in Marketing, Motivational Management, Making Horses Drink, and Taming the Conflict Dragon. He is also the developer of Assessing Behavior in Conflict, a negotiation-style assessment instrument.
Table of Contents
| Preface | p. vii |
| 1 The Negotiation Imperative | p. 1 |
| 2 The Flexibility of the Master Negotiator | p. 19 |
| 3 Getting Ready to Negotiate | p. 40 |
| 4 The Art of the Master Competitor | p. 73 |
| 5 Executing a Competitive Negotiation | p. 92 |
| 6 Mastering the Art of Collaboration | p. 127 |
| 7 Mastering the Art of Compromise | p. 159 |
| 8 Mastering Accommodation and Avoidance Strategies | p. 185 |
| 9 Three (or More) Is a Crowd: Mastering Multiparty Negotiations | p. 202 |
| 10 Mastering the Framing Process in Negotiation | p. 219 |
| 11 Mastering the Power and Influence Process | p. 238 |
| 12 Mastering Personal Negotiations | p. 263 |
| The Authors | p. 293 |
| Index | p. 295 |