Lexis Nexis The Art of Negotiation in the Business World
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Subscribers receive the product(s) listed on the Order Form and any Updates made available during the annual subscription period. Shipping and handling fees are not included in the annual price.
Subscribers are advised of the number of Updates that were made to the particular publication the prior year. The number of Updates may vary due to developments in the law and other publishing issues, but subscribers may use this as a rough estimate of future shipments. Subscribers may call Customer Support at 800-833-9844 for additional information.
Subscribers may cancel this subscription by: calling Customer Support at 800-833-9844; emailing customer.support@lexisnexis.com; or returning the invoice marked 'CANCEL'.
If subscribers cancel within 30 days after the product is ordered or received and return the product at their expense, then they will receive a full credit of the price for the annual subscription.
If subscribers cancel between 31 and 60 days after the invoice date and return the product at their expense, then they will receive a 5/6th credit of the price for the annual subscription. No credit will be given for cancellations more than 60 days after the invoice date. To receive any credit, subscriber must return all product(s) shipped during the year at their expense within the applicable cancellation period listed above.
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This book thoroughly explores one of the most basic skills employed by business persons on a regular basis: negotaiation. They negotiate with their own superiors, subordinates, and colleagues, and with many external parties. Most business persons have had minimal training with respect to this critical area. This book is designed to demonstrate how structured bargaining interactions are.
Craver explores different negotiator styles, verbal and nonverbal communication, the six distinct stages of bargaining interactions, and a variety of negotiating tactics. He describes various issues negotiators should be familiar with, plus the possible impact of ethnicity and gender issues on individuals negotiating with others. Transnational negotiations are covered, as are different alternative dispute resolution techniques. Various ethical issues relevant to bargaining interactions are also included.
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Table of contents
Chapter 1 INTRODUCTION
Chapter 2 IMPACT OF DIFFERENT NEGOTIATOR STYLES
Chapter 3 ESTABLISHING GOALS AND LIMITS DURING THE CRITICAL PREPARATION STAGE
Chapter 4 USING THE PRELIMINARY STAGE TO ESTABLISH RAPPORT AND THE TONE FOR THE INTERACTION
Chapter 5 CREATING VALUE THROUGH THE INFORMATION STAGE
Chapter 6 CLAIMING VALUE THROUGH THE DISTRIBUTIVE AND CLOSING STAGES
Chapter 7 VALUE MAXIMIZING THROUGH THE COOPERATIVE/INTEGRATIVE STAGE
Chapter 8 NEGOTIATING TECHNIQUES
Chapter 9 VERBAL LEAKS, POSTURE/SPEECH PATTERN MIRRORING, AND NONVERBAL COMMUNICATION
Chapter 10 PARTICULAR NEGOTIATION ISSUES
Chapter 11 IMPACT OF GENDER ON BARGAINING INTERACTIONS
Chapter 12 TRANSNATIONAL BUSINESS NEGOTIATIONS
Chapter 13 DISPUTE RESOLUTION PROCEDURES
Chapter 14 BENEFITS FROM POST-NEGOTIATION ASSESSMENTS
Chapter 15 ETHICAL CONSIDERATIONS
Appendix
Index
