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Win-Win Negotiating : Turning Conflict Into Agreement - Fred E. Jandt

Win-Win Negotiating

Turning Conflict Into Agreement

Paperback Published: 12th March 1987
ISBN: 9780471858775
Number Of Pages: 312

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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.

1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 1

2 How do you deal with conflict 7

3 Beyond evil and illness: Old and new ideas about conflict within organizations 23

4 Why conflict is inevitable within organizations 29

5 One is not enough: Or identifying the sources of conflict 63

6 On the escalator: Or how small conflicts quickly become large ones 75

7 Destructive and productive uses of conflict 101

8 An exercise in dealing with conflict 119

9 Getting past “Yes” or the theoretically perfect resolution of any conflict 129

10 Negotiating from strength: Or how to get others to give you power to resolve a conflict 155

11 How professional negotiators operate: Positional bargaining versus interest bargaining 179

12 The mini-max strategy: Or what should I give and what should I get? 199

13 Determining your opponent’s mini-max 217

14 Unpacking: Or how to find multiple ways to help your opponents get a good deal 229

15 Undoing, tokening, bone-throwing, issue substitution: And other paths to pacification 249

16 The hardball negotiator: Or how to fight dirty when you have to 263

17 It’s not always easy: but it’s usually possible 295

Index 299

ISBN: 9780471858775
ISBN-10: 0471858773
Series: Sound Business Cassette Bks.
Audience: General
Format: Paperback
Language: English
Number Of Pages: 312
Published: 12th March 1987
Country of Publication: US
Dimensions (cm): 23.25 x 15.25  x 2.01
Weight (kg): 0.47
Edition Number: 1