Beyond Principled Negotiations

Víctor Martínez Reyes

• 14 maart 2015
• 9781507762578

Samenvatting:

For anyone who has studied negotiation effectiveness and efficiency in any depth, it is clear that using the same strategy in every negotiation is a mistake. However, most books and seminars about negotiation advocate always using the same all-purpose strategy—the method of principled negotiation.Beyond Principled Negotiations rejects that advice and offers fresh new perspectives on a variety of negotiation techniques, each tailored to particular types of negotiation. Drawing on both the author's extensive research and his practical negotiation experience, Beyond Principled Negotiations explores different strategies in depth that negotiators can use to achieve a variety of goals:• Getting something from the other• Getting to do something with the other• Settling painful conflicts and getting compensation• Buying, selling, or agreeing on simple transactions• Building Pareto optimal package agreements• Joining forces in a team • Merging, fusing, or marryingLike no other book, Beyond Principled Negotiations demonstrates the clear managerial purposes underlying negotiations. The author explains how negotiations can and should be part of an organization’s overall managerial strategy to accomplish its mission and vision. Beyond Principled Negotiations will take you from being a reasonable negotiator to being a professional negotiator—one who knows the real meaning of strategic choice.