Effective negotiation/ (Record no. 176321)

MARC details
000 -LEADER
fixed length control field 00392nam a2200145Ia 4500
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781107605381
040 ## - CATALOGING SOURCE
Transcribing agency CUS
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 302.3
Item number FEL/E
245 #0 - TITLE STATEMENT
Title Effective negotiation/
Sub title from research to results
Statement of responsibility, etc. Fells,Ray
250 ## - EDITION STATEMENT
Edition statement 2nd.ed.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc. New York:
Name of publisher, distributor, etc. Cambridge university press,
Date of publication, distribution, etc. 2012.
300 ## - PHYSICAL DESCRIPTION
Extent 263
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note Cover; Effective Negotiation Second Edition: FROM RESEARCH TO RESULTS; Title; Copyright; Contents; Preface; Acknowledgements; 1 Why isn't negotiation straightforward?; What is negotiation?; Some initial practical implications; Being a systematic negotiator; The DNA of negotiation; Discussion questions; 2 The DNA of negotiation; Parties to the negotiation; Do I make a difference?; Dealing with others' differences; Reciprocity; From conflict to cooperation; The power of tit for tat; Rule 1: Be friendly and make a cooperative opening move; Rule 2: Be firm and match the other's behaviour. Rule 3: Be forgivingRule 4: Be facilitating; The GRIT strategy; Trust; Types of trust; Situation-specific trust; Power; Making sense of power in negotiation; The power of knowing when not to negotiate; Information exchange; Exchanging information about what?; Cautious information exchange; Ethics; Ethics, information exchange and the bottom line; Ethics and the exercise of power; Ethics and the agreement; Being ethical; Outcome; What, exactly, do we mean by a win-win negotiation?; Is the agreement really the outcome?; Becoming an effective negotiator; Discussion questions; 3 The knight's move. Strategic choiceIssue choices open to a negotiator; Making the right choice; Relationships; What factors need to be taken into account?; The importance of issue to self; Concern for the other's outcome; Expectation of other's strategy; Time pressure; Quality of alternatives; Practical implications; Having clear, considered goals; Be constantly aware of your options; Make a considered analysis before you decide; Consider changing the context; Reviewing your course of action; Becoming an effective negotiator; Discussion questions; 4 Phases and phrases; Phases in negotiation. Competitiveness and cooperationCompetitiveness and cooperation --<br/>either or both?; A closer look at phases and phrases; Coding analysis of interactions; Some practical implications; What detailed interaction research tells about phases; Making sense of models and research; Two parties with differences . . .; that they need to resolve . . .; by trying to reach agreement; Becoming an effective negotiator; Discussion questions; 5 A negotiation script and other ways to manage a negotiation; Developing a negotiation script; The imagery of negotiation; Competitive scripts. Alternative scripts: architecture, jazz and Sudoku Negotiation as a train journey; The Nullarbor Model of negotiation; Getting started: preparation; Two parties with differences ... ; that they need to settle ... ; through exploring for options ... ; and exchanging offers ... ; and an agreement; The return journey; Managing the negotiations; Developing a personal negotiation script; Remember: negotiation is two-sided and messy; Keep a check on the process; Make use of process-related statements; Effectively make use of and manage deadlocks; Taking adjournments; Mediation; Types of mediation.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type AC Sinha Collection
Holdings
Withdrawn status Lost status Damaged status Not for loan Home library Current library Shelving location Date acquired Full call number Accession number Date last seen Date last checked out Koha item type
        Central Library, Sikkim University Central Library, Sikkim University General Book Section 29/08/2016 302.3 FEL/E P31321 14/07/2018 14/07/2018 General Books
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