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Win-Win negotiating : turning conflict into agreement

Author: Fred Edmund Jandt; Paul J Gillette
Publisher: New York : Wiley, 1985.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

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,  Read more...

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Additional Physical Format: Online version:
Jandt, Fred Edmund.
Win-Win negotiating.
New York : Wiley, 1985
(OCoLC)756429436
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Fred Edmund Jandt; Paul J Gillette
ISBN: 0471882070 9780471882077 0471858773 9780471858775
OCLC Number: 11398948
Notes: Includes index.
Description: x, 300 pages ; 25 cm
Contents: 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 "Yesa a : 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 Opponenta 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. Ita s Not Always Easy, but Ita s Usually Possible. Index.
Responsibility: Fred Edmund Jandt, with the assistance of Paul Gillette.

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