Our Philosophy of Negotiation

Alan McCarthy and Steve Hay

Chapter Chapter 1 in Advanced Negotiation Techniques, 2015, pp 1-6 from Springer

Abstract: Abstract In this book, we’ll define negotiation and explain our four “mantras” of negotiation philosophy. We’ll work through the five crucial phases of every professional negotiation and what we call the ten golden rules. We’ll suggest a ten-point planning process to help you prepare correctly for a successful negotiation. We’ll show you how to put together a better “jellyfish”—a way to create more effective proposals during your negotiations. All this will be described in the context of how your organization can ensure success in its deals by creating the appropriate strategies and framework of processes to plan, guide, and support successful negotiations. Finally, we’ll emphasize the importance of reflective practice, coaching, and support for people engaged in negotiations. It doesn’t matter which side of the negotiating table you are on, this book will help you to achieve your objectives.

Keywords: Golden Rule; Reflective Practice; Walk Away; Successful Negotiation; Acceptable Compromise (search for similar items in EconPapers)
Date: 2015
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4842-0850-2_1

Ordering information: This item can be ordered from
http://www.springer.com/9781484208502

DOI: 10.1007/978-1-4842-0850-2_1

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().