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· 분류 : 외국도서 > 경제경영 > 협상
· ISBN : 9781119616191
· 쪽수 : 320쪽
· 출판일 : 2020-08-25
목차
Introduction
Chapter 1
Section 1: Domestic Business Cases
Chapter 2 Save a merger with creative thinking
Chapter 3 Congratulations you reached agreement. Now can you make it better?
Chapter 4 You want what? How to negotiate significant changes to a relationship. . .without destroying it
Chapter 5 How a bad BATNA, but a strong relationship, sidestepped a lawsuit and created a Mutual Gain Solution
Chapter 6 Let’s walk away, but before we do, would you consider. . .
Chapter 7 Walking the negotiation tightrope between short term needs and developing long term relationships
Chapter 8 Out from Behind the Shadows
Section 2: International Business Cases
Chapter 9 Negotiating effectively in the face of a significant power imbalance
Chapter 10 Breaking a Negotiation Deadlock through Intangibles1
Chapter 11 Looking Under the Hull: How uncovering information led to a new and better agreement
Chapter 12 When rushing to yes leads to bigger problems. . .but then a solution
Chapter 13 How interests and creativity overcome a negotiation gap
Chapter 14 Power begets power begets power
Chapter 15 All in the family. . .business negotiations with baggage
Chapter 16 When you hit a problem, think to restructure instead of walking away
Chapter 17 Going a long way to make a deal. . .
Chapter 18 Crossing Cultures and Crossing Wires
Section 3: Government and Daily Life Cases
Chapter 19 “It all began with a crumpled up note”
Chapter 20 The difference between stalemate and solution? A different word
Chapter 21 Adaptability in the face of uncertainty: Saving the Philippines Peace Process after a last minute reversal
Chapter 22 Listening them down from a tree
Chapter 23 Onions and hostage negotiations – the many layers
Chapter 24 What does success look like for a hostage negotiator?
Chapter 25 What’s in a name. . .and how do you negotiate it?
Chapter 26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations
Conclusion
Glossary
Acknowledgments
Index
