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The Book of Real-World Negotiations


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Table of Contents

Foreword xi Preface xiii Introduction: The Power of Stories to Teach About Negotiation 1 1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11 I Domestic Business Cases 25 2 Saving a Merger with Creative Thinking 31 3 Congratulations, You Reached Agreement. Now Can You Make It Better? 39 4 You Want What? How to Negotiate Significant Changes to a Relationship - without Destroying It 47 5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 59 6 Let's Walk Away, but Before We Do, Would You Consider . . . 67 7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 75 8 Out from behind the Shadows 85 II International Business Cases 93 9 Negotiating Effectively in the Face of a Significant Power Imbalance 99 10 Breaking a Negotiation Deadlock through Intangibles 105 11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 115 12 When Rushing to Yes Leads to Bigger Problems - but Then a Solution 123 13 How Interests and Creativity Overcame a Negotiation Gap 131 14 Power Begets Power Begets Power 141 15 All in the Family: Business Negotiations with Baggage 147 16 When You Hit a Problem, Think to Restructure Instead of Walking Away 155 17 Going a Long Way to Make a Deal 165 18 Crossing Cultures and Crossing Wires 173 III Government and Daily Life Cases 181 19 "It All Began with a Crumpled-Up Note" 185 20 The Difference between Stalemate and Solution? A Different Word 197 21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 207 22 Listening Them Down from a Tree 219 23 Onions and Hostage Negotiations: The Many Layers 229 24 What Does Success Look Like for a Hostage Negotiator? 241 25 What's in a Name - and How Do You Negotiate It? 251 26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257 Conclusion 267 Glossary 277 Acknowledgments 283 About the Author 285 Index 28

About the Author

Joshua N. Weiss, PhD (https://www.joshuanweiss.com/) is the co-founder of the Global Negotiation Initiative at Harvard University and a Senior Fellow at the Harvard Negotiation Project. He is also the Director and creator of the Master of Science degree in Leadership and Negotiation at Bay Path University. He received his Ph.D. from the Institute for Conflict Analysis and Resolution at George Mason University in 2002.

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