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The Creative negotiator

Author: Kozicki, Stephen Publisher: McGraw-Hill, 2005.Language: EnglishDescription: 213 p. : Ill. ; 24 cm.ISBN: 0070588082Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print BF637 .N4 K69 2005
(Browse shelf)
900097936
Available 900097936
Total holds: 0

Includes bibliographical references and index

Digitized

Contents The creative negotiator Foreword Acknowleandements Introduction u vii i x 1 . The Colrunbw 'bchnrque The Process 5 Style 6 The Quick Style 8 The Deliberate Style 9 Outcomes 11 Realistic 72 Acceptable 72 Worst Possible Outcome 73 What does it all Mean? 15 The Columbus Technique 16 Principles 16 lAere are No Rules 77 Euerything is Negotiable 77 Ask for a Better Deal 78 Learn to Say 'No' Yourself 78 How did Columbus Use his Style, 7 Outcome and Principles? (S.O.P. 3) 2 Summary 22 The Columbus Technique 22 Style 23 Outcomes 23 Principles 23 2. Are You a Motivated Negotiator? The Areas of Negotiation 26 7 . Enthusiasm 27 2. Recognition 28 3. Integrity 28 4. Social Skills 30 5. Self Control/Teamwork 30 6. Creativity 3 7 The Need to Achieve 34 The Need for Challenge and Responsibility 34 The Need to Satisfi Personal and Company Goals 34 The Need to be Rewarded 36 What Does it all Mean? 36 Cultural Negotiations 38 The Love-Hate Syndrome 40 Your Rules in Any Negotiation with the Japanese Quick Quiz 43 42 The Negotiation Model 48 The InvestQative Phase 49 The Presentation Phase 49 The Bargaining P h e 50 ll.e Agreement P h e 57 Needs and Motivation in the Dzfferent Phases 52 How does this Tie in with the Columbus Technique? 53 Role Summary Summary 60 58 4. The Investigative Phase Simple Lack of Preparation 63 The Internal Environment 66 Formal Structure 66 Informal Structure 67 Corporate Goals 67 Departmental Relationships 68 Personal Relationships 68 Unions 69 The External Environment 70 International Market Place 70 Political and Economic Policies 70 GeographicLocation 77 ' Information Age 77 Planning 72 Outcomes 73 Research 76 Dejne 76 Determine 77 Review Approaches 79 Summary 87 f i e Formal Structure 8 7 f i e Informal Structure 87 Corporate Goals 87 Departmental Relationships 8 7 Personal Relationships 82 Unions 82 fie International Marketplace 82 Political and Economic Policies 82 Geographic Location The Information Age 82 82 5 The Presentation Phase . The Planning Sheet 87 Presentation Phase 90 Using Visuals 98 Charts and Graphs 99 Presentation Techniques 102 Time 703 Body Language 703 The Big Day 105 Summary 109 6 The Bazgaining Phase . Unethical Tactics 118 The Walk-Away Method The Hollywood Classics Emotional Outburst 720 Argue a Special Case 727 Pretend Ignorance 727 Environment 727 'You Go First ' 722 Ultimatum 722 Time 723 The Nibble 723 Higher Authority 724 Silence 724 That's Our Contract 725 Good Guy/Bad Guy 725 118 120 Creativity! 126 Perception of Power 127 Use the 3 Q's 130 Open Questions 732 Closed Questions 732 Rejective Questions 732 Summary 734 7. The Agreement Phase Place 138 Should the Setting be Formal or Informal? 739 What about the Seating Arrangements? 740 How will Active Listening Skills Help? 742 7. Pay Attention 743 2.Screen Out all Visual Distractions 744 3.Ask Open-ended Questions 745 4.Listen to the Response 745 The P/R Factor 148 Proactive Behaviour 748 Reactive Behaviour 749 Rirk Taking Style 749 Reaching Agreements 152 Summary 157 8. Team Negotiations Understanding People 162 Behavioural Styles 164 Dominant Style 765 Znjuencing Style 766 Steadiness Style 766 Compliance Style 767 Five Musts for Building a Powerful Team 7. Know the Individuals 768 2. Define your Expectations 768 3.Develop a Btg Picture Scenario 768 168 4. Methods of Assessing Results 769 5. Team Members 769 Team Dynamics 169 7. f i e Ice Breaker Stage 770 2. f i e Competitive Stage 7 7 7 3. f i e Results Stage 772 Signs of Team Trouble 172 Team Negotiations 174 Managing Your Negotiating Team 174 The Chinese Connection 175 Summary 9. 778 The Creative Negotiator The Creative Negotiator 186 Why Negotiate? 186 How Many Squares can You See? 190 The Wrap-up 194 Four 'Know-Hows' of a Great Negotiator 7. Creativity 795 2. Ersatility 795 3. Motivation 797 4. f i e Walk-Away 799 194 Bibliography Index

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