The Negotiation Sourcebook, 2nd Edition

The Negotiation Sourcebook, Second Edition focuses on the needs of active negotiators-those people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing. There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each of these articles leans towards the problem-solving or collaborative approach.

Unfortunately, not everyone readily accepts this model. Accordingly, there are several articles on how to deal with these individuals, as well.

Includes:

• Reproducible Training Aids
• Planning workbook
• Case studies
• Worksheets
• Listing of additional resources

Selected Contents

Section I

• Approaches to Negotiation
• Conflict Resolution
• Power

Section II

• Trust and Negotiation
• The Influence Process

Section III

• Negotiator Skills
• Planning and Preparation
• Negotiation Failure

Section IV

• Negotiating in America
• International Negotiations

Section V

• Women an Negotiators

Section VI

• Dealing with Difficult People
• Dealing with Stakeholders

Section VII

• Negotiating in Groups

Section VIII

• Career Negotiations
• Personal Negotiation