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There is no right way to negotiate and your negotiating style will depend to a large extent on your personality. But there are different skills, different techniques, different approaches that can all be learnt and adopted at different times to good effect. Knowing or being able to sense the tactics of the party you are negotiating with makes all the difference in being able to conclude negotiations successfully. The book is a guide to the essentials of negotiation, with entries that stretch from A to Z and cover such topics, terms and jargon as
Avoidance-avoidance model, Bagatelles, Compromise agreement, Dirty tricks, Expectations, Frontal assault, Guanxi, Hooker’s Principle, Interpersonal orientation, Killer questions, Listening, Mother Hubbard, Noah’s Ark, Offer they must refuse, Pendulum arbitration, Quivering quill, Russian Front Salami, Tit-for-Tat, Unconditional offer, Vulnerability, what it?, Tesable proposition, Zeuthen’s conflict avoidance model.
Appendices include
Negotiation training resources, specialised consultants and trainers, Recommended reading.
ISBN 9781861975706
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Pages : 94
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