The Economist

Description

Cover; Preface; A brief history, and future, of negotiation; Traditional negotiation; Plunder and negotiation; How important is culture?; What about personality?; Attempts at reform; The four-phase approach; Conclusion; Aa; Add-on; Adjournment; Advance; Agenda; Agent; Agreement; Aim high; Alternative; Ambiguity; Apples and pears; Arbitration; Argument; Art of the deal; Aspirations; Assumptions; Assumptive close; Auction; Authority; Avoidance-avoidance model; Bb; Bagatelle; Balloon; Bank; Bargaining; Bargaining continuum; Bargaining language; Barter; BATNA; Behavioural styles.;Almost every aspect of business - and indeed human life - involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise or a pay-off, or simply settling such important matters as who is going to do the shopping or the household chores. This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Its entries cover such topics, terms and jargon as: Avoidance-avoidance. Cover Preface A brief history, and future, of negotiation Traditional negotiation Plunder and negotiation How important is culture? What about personality? Attempts at reform The four-phase approach Conclusion Aa Add-on Adjournment Advance Agenda Agent Agreement Aim high Alternative Ambiguity Apples and pears Arbitration Argument Art of the deal Aspirations Assumptions Assumptive close Auction Authority Avoidance-avoidance model Bb Bagatelle Balloon Bank Bargaining Bargaining continuum Bargaining language Barter BATNA Behavioural styles. Best alternative to no agreementBid Bid last Bid/no bid Blackmail Blame cycle Blocking offer Bluff Bobbin' and weavin' Bogey Boulwarism Breach of fiduciary trust Bribery Brinkmanship Brooklyn optician Buying signal Cc Capitulation Car-buying psychology Cash Cash before performance Cash on delivery Children Circumstances Claiming value Close Coalition COD Coercion Collateral Collective bargaining Command decision Commission Commitment ploy Communication Compromise agreement Concession Concession dilemma Concession rate Concession signal Conciliation. Conditional languageConditional proposition Conflict Conflict of interest and rights Constant Consulting fee Contingency deal Contingency fee Contract law Co-operative style Copyright Corruption Cost breakdown Counter-trade Courtesy Creating value Credit Credit control Cultural differences Dd Deadlines Deadlock Debt collecting Debt swamp Decision analysis Delaying ploy Delivery Devalued concessions Devil's advocate Dicker Difficult negotiators Dirty tricks Discount Distributive bargaining Dripping roast Dutch auction Ee Emotion Escalation. Escalator scheduleEscrow Ethics Exchange Expectations Export credit Exports Ff Factoring Failure to agree Fair Fait accompli Fall-back Fear of deadlock Final offer First offer Fixed price Flexibility Force majeure Force projection Forfaiting Formula bargaining Four phases Friendship Frontal assault Gg Game theory Gazump Generosity Get-between Get it in writing Getting out from under Getting paid Give and take Go-between Goodwill Greed Grievance Gross Guanxi Guarantee Hh Haggle Hardball negotiating Heads of agenda Heads of agreement. Hooker's principleHospitality Hostage negotiation Hotel purchase Hustle close Ii If "I'm only a simple grocer" "I'm sorry, I've made a mistake" "Imperial" preference clauses Imports Incentive Indemnity 1 Indemnity 2 Information Inhibitions Integrative bargaining Interest rate Interests Internet negotiation Interpersonal orientation Intimidation Intimidator Kk Karrass, Chester Kidnap negotiation Killer line Killer questions Krunch Ll Last clear chance Law Lawyers Lease Lendability factor Letter of credit Level up the work, level down the price Leverage.