ASCE 9780872628847 1993
$18.42
Win-Win Negotiating
| Published By | Publication Date | Number of Pages |
| ASCE | 1993 | 98 |
Tirella and Bates help professionals conduct effective negotiations by showing how to prepare teams for the game, read and interact with the opposition, and, most importantly, to define winning and losing before, during, and after the negotiation.
PDF Catalog
| PDF Pages | PDF Title |
|---|---|
| 8 | Contents |
| 10 | Foreword |
| 12 | Part 1 |
| 14 | Chapter 1. Holy Cow! It’s Going, Going, Gone!… |
| 16 | Part 2 Getting Ready |
| 18 | Chapter 2. Headlines for Tomorrow’s Sports Page |
| 19 | Chapter 3. Drafting the Right Players |
| 20 | Chapter 4. Who’s Shooting to Make the All-Star Game |
| 21 | Chapter 5. Curfew and Other Team Rules |
| 22 | Chapter 6. What’s at Stake in the Pot |
| 24 | Chapter 7. How Do You Want the Box Score to Read |
| 26 | Chapter 8. Reviewing the Record Books and Old Press Clips |
| 28 | Chapter 9. Spring Training Takes More Than One Day |
| 29 | Chapter 10. Choosing the Right Playing Field |
| 32 | Chapter 11. Finalizing Strategies for the Game |
| 44 | Part 3 Let the Game Begin |
| 46 | Chapter 12. Useful Tactics |
| 53 | Chapter 13. Techniques for Effective Negotiating Communications |
| 66 | Part 4 On Reaching Closure: Tallying the Final Score and Mounting Your Trophy |
| 68 | Chapter 14. As the Clock Winds Down |
| 71 | Chapter 15. Post-Game Niceties |
| 73 | Chapter 16. The Post-Game Wrap-Up |
| 74 | Part 5 Away Games |
| 76 | Chapter 17. International Negotiations |
| 79 | Chapter 18. U.S. Government Contracting |
| 82 | Part 6—Appendices Training for Your Next Negotiation |
| 86 | A. Checklist for The Ideal Negotiator |
| 87 | B. Ten Primary Reasons for Failure in Negotiation |
| 88 | C. Checklist on How to Break Contract Deadlocks |
| 89 | D. Checklist for Your Negotiating Effectiveness |
| 90 | E. Checklist on How to Improve Listening Skills |
| 91 | F. Attitudes Communicated Non-Verbally |
| 94 | G. Recommended Reading |
| 96 | H. Negotiation Case Study |
| 98 | Index |
