Win-Win Negotiating

Turning Conflict Into Agreement

By: Fred E. Jandt

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Paperback | 1 February 1987 | Edition Number 1

At a Glance

Paperback
312 Pages

Dimensions(cm)
23.25 x 15.25 x 2.01

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This book demonstrates how the conflict that inevitably arises in business and professional life can contribute immeasurably to the health and well-being of an organization. It argues that conflict can be a positive force, leading to increased communication, teamwork and healthy change in an organization. The author sets out numerous problems and examples presenting many creative negotiating techniques, and outlines practical techniques any manager can use, such as "unpacking" - dealing with each point of disagreement as a separate issue, or "determining the Mini-Max" - how to get the most and give up the least without alienating your adversary. He shows how these techniques have been used by famous negotiators such as Warren Christopher and President Mitterand of France. The book features real-life examples and down-to- earth advice.

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