Kennedy on negotiation

Description

Negotiation -- Decision making -- What is negotiation? -- Haggling and horse trading -- Promises -- Nobody ever saw two dogs negotiate over a bone -- Interests and charity -- Nash and the bargaining problem -- The real problem with bargaining -- The benefits of bargaining -- Dialogue -- Negotiation as a Phased Process -- Models of negotiation -- Douglas's three-phase model -- Gulliver's eight phases -- Kennedy's eight-step model -- Two modifications -- Phase One--Preparing to Negotiate -- Time to prepare -- What is this negotiation about? -- What are your interests? -- What are the negotiable issues? -- What are your priorities? -- What are your negotiating ranges? -- The negotiators' surplus -- Tradables -- The extended Negotek PREP planner -- Introducing power into preparation -- What is power? -- Dependency and commitment -- Atkinson on power -- Preparing the management agenda -- Phase Two--Debating Face to Face -- Debate -- Behaving badly -- Manipulative ploys -- Streetwise? -- Power ploys -- Verbal ploys -- Destructive argument behaviour -- Effective behaviour -- The language of negotiation -- The art of questioning -- Constructive debate behaviours -- Phase Three--Proposing and Bargaining Face to Face -- How important is personality in negotiating? -- The personality styles of negotiators -- Psychology and negotiating personalities -- A trainer on personalities -- Prisoner's dilemma games -- The prime colours of negotiation -- Results versus relationships -- The purple principle of conditionality.