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Negotiating strategically = one versus all /

紀錄類型:	書目-電子資源 : 單行本
正題名/作者:	Negotiating strategically/ Andreas Nikolopoulos.
其他題名:	one versus all /
作者:	Nikolopoulos, Andreas,
出版者:	New York :Palgrave Macmillan, : 2011.,
面頁冊數:	1 online resource.
附註:	Includes index.
標題:	Negotiation in business. -
電子資源:	An electronic book accessible through the World Wide Web; click for information
ISBN:	9780230307667 (electronic bk.)

Negotiating strategically = one versus all /
Nikolopoulos, Andreas,1949-

Negotiating strategicallyone versus all /[electronic resource] :Andreas Nikolopoulos. - New York :Palgrave Macmillan,2011. - 1 online resource.

Includes index.

Introduction -- Why We Negotiate And When -- Conflict, Power And Negotiation -- Forming The Initial Behavior -- The Possible Desired Behaviors -- The Power Budget -- Conditions And Efficiency -- Evaluation Of Consequences -- Ways Of Handling A Conflict -- Epilogue.

In our everyday lives, we are continually confronted with parallel conflicts that may at first seem unrelated. However, it is crucial to understand that all these negotiations are interconnected, and in fact how you deal with conflict and relationships in one area, will impact on the outcomes of your negotiations elsewhere. When negotiating, we are reacting to and influencing the other parties' behaviour. To manage this we need certain resources at our disposal, such as understanding the relevant details of the deal and enough time to lead the negotiation to a successful outcome. Nonetheless, these power reserves are limited, since each party is often involved in parallel negotiations in various fields. This book demonstrates that each negotiation is influenced by all other negotiations a person is dealing with at any given time. How much time and energy you put into one negotiation will affect the resources you have at your disposal to deal with another situation, and you must react and be flexible with your approach accordingly. In this book Nikolopoulos sets out a strategy that promotes the balanced distribution of our power reserves, so that we can more effectively negotiate in multiple situations at any one time. By understanding how our negotiating strategies are connected, we can use the experience gained and resources remaining from one successful negotiation, to positively impact the outcome of another.

ISBN: 9780230307667 (electronic bk.)

Standard No.: 9786613124845

Source: 505080Palgrave Macmillanhttp://www.palgraveconnect.comSubjects--Topical Terms:

100432
Negotiation in business.
Index Terms--Genre/Form:

96803
Electronic books.

LC Class. No.: HD58.6 / .N55 2011

Dewey Class. No.: 658.4/052

Negotiating strategically = one versus all /
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