Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation

Neale, M. A., 112

Neale, Margaret, 116

Negotiating Rationally (Neale and Bazerman), 116

Negotiation(s)

behavioral approach to, 5

blueprint, 13–19

complexity of, 4, 5

distributing/implementing the strategy, 191–92

fluidity of strategy, 192

goals, 20, 27–39

guidelines, 189–91

identifying/training stakeholders, 183–86, 191–92

increasing value with strategy, 193–95

internal, 5, 7, 30

lagging indicators, 188–90

leading indicators, 190

measuring the outcomes, 188–89, 193

“old” rules of, 8–10

organizational approach to, 183–95

problems, 10–12

purpose of having process, 3–4

sample. See Sample negotiations

steps, 19–25

trading, 18–19, 132–33

writing the strategy, 186–91

Negotiators, types of, 156

Nibbling, 114

Northcraft, G. B., 112