[eBook Code] The Book of Real-World Negotiations (eBook Code, 1st)

Foreword xi

Preface xiii

Introduction: The Power of Stories to Teach About Negotiation 1

1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11

I Domestic Business Cases 25

2 Saving a Merger with Creative Thinking 31

3 Congratulations, You Reached Agreement. Now Can You Make It Better? 39

4 You Want What? How to Negotiate Significant Changes to a Relationship – without Destroying It 47

5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 59

6 Let’s Walk Away, but Before We Do, Would You Consider . . . 67

7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 75

8 Out from behind the Shadows 85

II International Business Cases 93

9 Negotiating Effectively in the Face of a Significant Power Imbalance 99

10 Breaking a Negotiation Deadlock through Intangibles 105

11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 115

12 When Rushing to Yes Leads to Bigger Problems – but Then a Solution 123

13 How Interests and Creativity Overcame a Negotiation Gap 131

14 Power Begets Power Begets Power 141

15 All in the Family: Business Negotiations with Baggage 147

16 When You Hit a Problem, Think to Restructure Instead of Walking Away 155

17 Going a Long Way to Make a Deal 165

18 Crossing Cultures and Crossing Wires 173

III Government and Daily Life Cases 181

19 “It All Began with a Crumpled-Up Note” 185

20 The Difference between Stalemate and Solution? A Different Word 197

21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 207

22 Listening Them Down from a Tree 219

23 Onions and Hostage Negotiations: The Many Layers 229

24 What Does Success Look Like for a Hostage Negotiator? 241

25 What’s in a Name – and How Do You Negotiate It? 251

26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257

Conclusion 267

Glossary 277

Acknowledgments 283

About the Author 285

Index 28