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Course Title: Successful Negotiating
Author: Grant E. Mayberry
Provider: American Management Association
Price: $79.95
CEU Credits: 2
Level: Intermediate
Field Of Study: N/A
Prerequisites: None
Purchase This Course

About This Course:....ix
How to Take This Course:....xi
Introduction:....xv

1 Planning for Negotiations:....1

Identifying the Issues
    Example 1
    Example 2
    Analyzing the Situation
Establishing the Preliminary Objective
Assessing Strengths and Weaknesses
    Assessing the Opponent
    Assessing the Negotiator
Recap
Review Questions

2 Prenegotiation Preparation:....9

Assembling Data
Team Meetings
Dealing with the Abilene Paradox
Selecting the Team
Responsibilities of the Team Leader
Dealing with Conflicting Personalities
Prenegotiation Discussions with Opponents
Recap
Review Questions

3 Developing Strategy and Tactics:....19

Defining Strategy and Tactics
Strategies for Attaining Objectives
    Changing Primary Strategies
    Deductive Strategies
Successful Tactics
Offense and Defense
Strong versus Weak Positions
Recap
Review Questions

4 Negotiation Techniques:....29

Psychology of Negotiation
Passive Techniques
    Alertness
    Domination
    Reasonableness
    Unreasonableness
    Silence
Active Techniques
    Blaming an Absent Party
    "Strawman" Issues
    Insult
    Walkout
    Time Pressure
    Recess
    Offering Alternatives
    Timing
    Using Questions
More Effective Techniques
    Holding Back Strong Points
    Dividing the Opposition's Team
    The Informal Meeting
Staying on Track
Conclusions
Recap
Review Questions

5 The Negotiation Session:....41

Principles of Persuasion
Terms
Negotiation Site
    Seating
    Lighting
    Decor
Anatomy of the Negotiation Session
    Fact-funding
    Recess
    The Bargaining Session
    The Final Session
Controlling the Session
    The Opening Statement
    The Agenda
Bargaining as the Session Progresses
Recap
Review Questions

Bibliography:....51
Post-test:....53
Case Study:....63
The Selected Readings:....71
Index:....108




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     Accounting
     Communications
     Customer Service
     Finance For Managers
     Human Resources
     Leadership
     Management
     Manufacturing/Operations
     Manufacturing/Quality
     Marketing
     Negotiation Skills
     Personal Development
     Project Management
     Purchasing
     Strategic Planning
     Supervision
     Team Building
     Time Management