SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT.All of us negotiate every day -- whether it's resolving a problem with a coworker, discussing your child's allowance, getting a raise, or buying a house. And all negotiations, large or small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum -- a master negotiator with more than twenty years experience as the head of the largest municipal employees' union in the country -- outlines these principles: evaluate your own negotiating ability; measure the ability and interests of your adversary; understand the interests of those you represent; and be aware of how outside factors influence your negotiations.Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned, "Negotiating in the Real World" is an invaluable and practical guide for both novice and experienced negotiators.
Inhaltsverzeichnis
Contents
PART ONE
The Basics of Negotiating
Introduction
Chapter 1 Evaluating Yourself as a Negotiator
Chapter 2 Assessing Your Adversary
Chapter 3 The Stakeholders in the Negotiations
Chapter 4 The Context of the Talks
PART TWO
Special Topics on Negotiating
Chapter 5 Preparing for Major Negotiations
Chapter 6 Women and Negotiations
Chapter 7 Three's a Crowd
Chapter 8 Negotiations That Failed -- and Why
Chapter 9 The Sanctity of the Contract
Index
