Negotiate Your Way to Success

by Cohen, Steven

• ISBN13: 9780071498326
• ISBN10: 007149832X
• Edition: 1st
• Format: Paperback
• Copyright: 2007-08-20
• Publisher: McGraw Hill

Summary

Takes readers step by step through preparing for and executing a negotiation so the result works for all stakeholders Reveals how to negotiate effectively in cross-cultural situations, understand negotiation games, and deal with emotions

Author Biography

Steven P. Cohen is president of The Negotiation Skills Company in Pride's Crossing, MA as well as a visiting professor of negotiation and conflict resolution in the United States and internationally. A graduate of Columbia Law School, Brandeis University, and Henley Management College, he also holds a bachelor of business administration degree from Siena College, and received formal negotiation and mediation training at Harvard Law School.

Table of Contents

Negotiation success
Understand negotiation	p. 1
Focus on interests	p. 3
Use the three C's	p. 5
Know whether to leave	p. 7
Inoculate yourself	p. 9
Get information	p. 11
Prepare for the process	p. 13
Know why to prepare	p. 15
Work with your team	p. 17
Map interests	p. 19
Ask and listen	p. 21
React strategically	p. 23
Plan for emotions	p. 25
Keep it productive	p. 27
Know how to start	p. 29
Work with differences	p. 31
Negotiate on value	p. 33
Show respect	p. 35
Think creatively	p. 37
Develop the agenda	p. 39
Bargain " if ... then ..."	p. 41
Build commitment	p. 43
Negotiate smart	p. 45
Build with seven pillars	p. 47
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