Effective negotiation/ from research to results Fells,Ray

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 --
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.