| Description |
1 online resource (xv, 303 pages) |
| Bibliography |
Includes bibliographical references and index. |
| Summary |
"This book will be the first of its kind to solely focus on real world negotiation examples and cases. Unlocking Yes will speak to the general public about what is possible through negotiation. The average person usually brings skepticism to the table and does not know how to negotiate effectively -- giving up prematurely or reaching deals that leave value on the table. After reading Unlocking Yes and the real-world examples within the lay person will have no choice but to finally grasp the true power of negotiation. Another critical audience for Unlocking Yes are instructors and students of negotiation. Negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Instructors and students with be provided with rich examples to analyze and learn from. By the time people will stop saying "a solution is not possible" and instead, roll up their sleeves and keep negotiating until their find their own solution. They will finally realize negotiation is indeed the art of the possible. The book will be organized around key concepts in negotiation. The cases will be bunched around these different concepts, including (but not limited to): A. Win Win outcomes, B. Understanding underlying interests and how they made agreements possible, C. Creative option generation, D. Best Alternative to Negotiated Agreements (BATNA), E. Negotiating successfully in the face of power F. Cross Cultural Negotiation Success"-- Provided by publisher. |
| Contents |
. Chapter 18 Crossing Cultures and Crossing Wires Section 3: Government and Daily Life Cases Chapter 19 "It all began with a crumpled up note" Chapter 20 The difference between stalemate and solution? A different word Chapter 21 Adaptability in the face of uncertainty: Saving the Philippines Peace Process after a last minute reversal Chapter 22 Listening them down from a tree Chapter 23 Onions and hostage negotiations - the many layers Chapter 24 What does success look like for a hostage negotiator? Chapter 25 What's in a name. . .and how do you negotiate it? Chapter 26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations Conclusion Glossary Acknowledgments Index |
| Subject |
Negotiation.
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Negotiation -- Social aspects.
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Negotiation in business.
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Negotiation -- Cross-cultural studies.
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Négociations. |
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Négociations -- Aspect social. |
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Négociations (Affaires) |
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Négociations -- Études transculturelles. |
|
negotiating. |
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negotiation. |
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Negotiation |
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Negotiation in business |
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Negotiation -- Social aspects |
| Genre |
Cross-cultural studies
|
| Other Form: |
Print version: Weiss, Joshua N.. The book of real-world negotiations First Edition. Hoboken : Wiley, 2020. 9781119616191 (DLC) 2020028115 |
| ISBN |
1119616220 electronic book |
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9781119616160 electronic book |
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1119616166 electronic book |
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9781119616221 (electronic bk.) |
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hardcover |
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