Win–Win Negotiating: Turning Conflict Into Agreement

In this conversation with his co–author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict––labor negotiators, diplomats and corporate managers. Get what you want and win allies, with ``win–win′′ negotiating techniques. Here are the same methods used by people whose jobs are managing conflict––labor negotiators, diplomats, and top corporate managers––and how to put them to work for you in everyday business situations.

Spis treści:
I Want, You Want: Or the Sicilian Stalemate and How to Avoid It.
Hou do you Deal with Conflict?.
Beyond Evil and Illness: Old and New Ideas about Conflict within Organizations.
Why Conflict Is Inevitable within Organizations.
One is Not Enough: Or Identifying the Sources of Conflict.
On the Escalator: Or How Small Conflicts Quickly Become Large Ones.
Destructive and Productive Uses of Conflict.
An Exercise in Dealing with Conflict.
Getting Past ``Yes′′: Or the Theoretically Perfect Resolution of Any Conflict.
Negotiating from Strength: Or How to Get Others to Give You Power to Resolve a Conflict.
How Perfessional Negotiators Operate: Positional Bargaining versus Interest Bargaining.
The Mini–Max Strategy: Or What Should I Give and What Should I Get?
Determing Your Opponent′s Mini–Max.
Unpacking: Or How to Find Multiple Ways to Help Your Opponents Get a Good Deal.
Undoing, Tokening, Bone–Throwing, Issue Substitution, and Other Paths to Pacification.
The Hardball Negotiator: Or How to Fight Dirty When You Have To.
It′s Not Always Easy, but It′s Usually Possible.
Index.