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The Negotiator's Desk Reference: NDR Volume 1

The Negotiator's Desk Reference: NDR Volume 1

The Negotiator's Desk Reference: NDR Volume 1

Author: Chris Honeyman; Andrea Kupfer Schneider
Publisher: DRI Press
ISBN: 9780982794616
Published In: March 2017
Format: Paperback
Jurisdiction: U.S. ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
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Edited by Chris Honeyman and Andrea Kupfer Schneider and featuring 106 contributors, the Negotiator's Desk Reference is simply the most comprehensive book on negotiation available.

In the NDR, almost 60% of the chapters are entirely new, and the rest are updated. The NDR pulls together relevant ideas on negotiation from business, economics, law, psychology, cultural studies and more than a dozen other fields. Even so, this is efficiently readable, because with 101 chapters each specific topic is treated in an average of less than 15 pages.

The NDR balances research with real-world explanations from top negotiators in many areas, including business, diplomacy, hostage situations and many other settings. This book shows how you can make negotiation work for you.

Preface

Acknowledgements

Section I. Introduction

Section II. You and Your Style ;

Section III. You and Your Brain ;

Section IV. On Relationships ;

Section V. Making Your Case ;

Section VI. The Spoken Word is 10% of Negotiation

Section VII. Ethics and Morality ;

Section VIII. Difference—With and Without Codes ;

Section IX. The Structures We Operate In ;

Section X. The Hidden Ideas that Power Our Field

Section XI. It’s a Bit Technical ;

Section XII. Organizations and Teams ;

Section XIII. Negotiation Everywhere ;

Section XIV. Agents and Tribes

Section XV. Making Conflicts Less Intractable ;

Section XVI. Getting It Done (Strategies) ;

Section XVII. Getting It Done (with “Helpers”) ;

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