Negotiating at Work: Turn Small Wins Into Big Gains (Hardcover)

Preface ix

Introduction: Negotiating in the Shadow of Organizations xix

About the Authors xxxix

PART ONE PREPARING FOR n-NEGOTIATIONS 1

1 You Can’t Get What You Want If You Don’t Know What You Want 3

2 Recognizing Opportunities and Positioning to Negotiate 27

3 Anchoring, Mindfulness, and Preparing for Problem Solving 49

4 Getting Negotiations off the Ground 75

PART TWO PUTTING n-NEGOTIATIONS INTO PRACTICE 99

5 Building Rapport and Shifting Gears: The Power of a Good Opening 101

6 Power at Play in Negotiations: Moves and Turns 119

7 Managing the Negotiation Process: Fostering Problem Solving 143

CODA NOTES ON CHANGE 167

8 From Small Wins to Bigger Gains 169

Notes 187

References 217

Index 229