Advanced Negotiation Techniques

Alan McCarthy and Steve Hay

in Springer Books from Springer

Date: 2015
ISBN: 978-1-4842-0850-2
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Chapters in this book:

Ch Chapter 1 Our Philosophy of Negotiation

Alan McCarthy and Steve Hay

Ch Chapter 10 Breaking a Negotiation Deadlock

Alan McCarthy and Steve Hay

Ch Chapter 11 Cross-Cultural Issues in Negotiation

Alan McCarthy and Steve Hay

Ch Chapter 12 Hostage Negotiation Perspective

Alan McCarthy and Steve Hay

Ch Chapter 13 Diplomatic Negotiation Perspective

Alan McCarthy and Steve Hay

Ch Chapter 14 The Physical Arrangements

Alan McCarthy and Steve Hay

Ch Chapter 15 Strategic Framework for Negotiation

Alan McCarthy and Steve Hay

Ch Chapter 16 Summary and Conclusion

Alan McCarthy and Steve Hay

Ch Chapter 17 Negotiating Styles

Alan McCarthy and Steve Hay

Ch Chapter 18 Negotiation Influence Behaviors

Alan McCarthy and Steve Hay

Ch Chapter 2 Strategies for Resolving Conflict

Alan McCarthy and Steve Hay

Ch Chapter 3 Our Four Negotiation Mantras

Alan McCarthy and Steve Hay

Ch Chapter 4 Overview of the Five Phases of Negotiation

Alan McCarthy and Steve Hay

Ch Chapter 5 Ten Golden Rules for Successful Negotiation

Alan McCarthy and Steve Hay

Ch Chapter 6 Negotiation Planning in Practice

Alan McCarthy and Steve Hay

Ch Chapter 7 The RDC Ten-Point Plan

Alan McCarthy and Steve Hay

Ch Chapter 8 Negotiating for a Super-Win

Alan McCarthy and Steve Hay

Ch Chapter 9 Detailed Proposal Design (The Jellyfish)

Alan McCarthy and Steve Hay

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

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