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Acknowledgements
About this Book
How to Navigate this Book
1.1 Defining Negotiation
1.2 Key Negotiation Skills
1.3 The Impact of Negotiation Skills
1.4 Chapter Summary and Review
2.1 Stages of the Negotiation Process
2.2 Key Elements of Each Stage
2.3 Key Negotiation Concepts
2.4 Chapter Summary and Review
3.1 Preparation and Planning
3.2 Conducting Research
3.3 Chapter Summary and Review
4.1 Developing a Negotiation Plan
4.2 The Role of BATNA
4.3 Overcoming Challenges
4.4 Chapter Summary and Review
5.1 Principled Negotiation
5.2 Getting More
5.3 Tactical Empathy
5.4 Chapter Summary and Review
6.1 Effective Communication
6.2 Verbal and Non-Verbal Communication
6.3 Active Listening and Framing
6.4 Overcoming Barriers to Negotiations
6.5 Chapter Summary and Review
7.1 Persuasion in Negotiation
7.2 Common Persuasion Tactics
7.3 Chapter Summary and Review
8.1 Challenges in Multi-Party Negotiations
8.2 Managing Multi-Party Interests and Discussions
8.3 Coalition Building in Multi-Party Negotiations
8.4 Chapter Summary and Review
9.1 Ethics in Negotiation
9.2 Understanding Unethical Behavior in Negotiations
9.3 Avoiding Mistakes in Negotiations
9.4 Chapter Summary and Review
A.1.1 Strategies for Handling Conflict
A.1.2 The Benefits of Conflict
A.1.3 Benefits and Drawbacks of Alternative Dispute Resolution
A.1.4 Mediation as an Alternative Dispute Resolution Strategy
A.1.5 Arbitration as an Alternative Dispute Resolution Strategy
A.1.6 Additional Forms of Alternative Dispute Resolution
References
Version History
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1.1 Defining Negotiation 1.2 Key Negotiation Skills 1.3 The Impact of Negotiation Skills 1.4 Chapter Summary and Review
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A Guide to Effective Negotiations Copyright © 2024 by Joanna Watkins is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.