Win-Win Negotiating Turning Conflict Into Agreement,9780471858775

Win-Win Negotiating Turning Conflict Into Agreement

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Edition: 1st
ISBN13: 9780471858775
ISBN10: 0471858773
Format: Paperback
Pub. Date: 1991-01-16
Publisher(s): Wiley
List Price: $36.95

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Summary

In this conversation with his co-author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict--labor negotiators, diplomats and corporate managers. Get what you want and win allies, with ''win-win'' negotiating techniques. Here are the same methods used by people whose jobs are managing conflict--labor negotiators, diplomats, and top corporate managers--and how to put them to work for you in everyday business situations.

Author Biography

Fred E. Jandt is the author of Win-Win Negotiating: Turning Conflict Into Agreement, published by Wiley.

Table of Contents

I Want, You Want: Or the Sicilian Stalemate and How to Avoid It.
Hou do you Deal with Conflict?.
Beyond Evil and Illness: Old and New Ideas about Conflict within Organizations.
Why Conflict Is Inevitable within Organizations.
One is Not Enough: Or Identifying the Sources of Conflict.
On the Escalator: Or How Small Conflicts Quickly Become Large Ones.
Destructive and Productive Uses of Conflict.
An Exercise in Dealing with Conflict.
Getting Past ``Yes'': Or the Theoretically Perfect Resolution of Any Conflict.
Negotiating from Strength: Or How to Get Others to Give You Power to Resolve a Conflict.
How Perfessional Negotiators Operate: Positional Bargaining versus Interest Bargaining.
The Mini-Max Strategy: Or What Should I Give and What Should I Get?
Determing Your Opponent's Mini-Max.
Unpacking: Or How to Find Multiple Ways to Help Your Opponents Get a Good Deal.
Undoing, Tokening, Bone-Throwing, Issue Substitution, and Other Paths to Pacification.
The Hardball Negotiator: Or How to Fight Dirty When You Have To.
It's Not Always Easy, but It's Usually Possible.
Index.

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