The Negotiation Fieldbook, Second Edition: Simple Strategies to Help You Negotiate Everything by Grande LumThe Negotiation Fieldbook, Second Edition: Simple Strategies to Help You Negotiate Everything by Grande Lum

The Negotiation Fieldbook, Second Edition: Simple Strategies to Help You Negotiate Everything

byGrande Lum

Paperback | October 7, 2010

Pricing and Purchase Info

$21.67 online 
$25.95 list price save 16%
Earn 108 plum® points
Quantity:

In stock online

Ships free on orders over $25

Not available in stores

about

The classic guide to collaborative negotiation--updated for today's ultracompetitive environment

"We negotiate every day--in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." -- Roger Fisher, bestselling coauthor of Getting to Yes

The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process.

Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all.

NEW TO THIS EDITION:

  • Analysis of different negotiation styles and situations
  • The fundamentals of ethical negotiating
  • Important breakthroughs in negotiation psychology
  • Conducting negotiations on behalf of others
Grande Lum is clinical professor of law and director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of the Law. Lum is serving as director of the Small Business Administration HUBZone program for the Obama administration. He is also the founder and former managing director of...
Loading
Title:The Negotiation Fieldbook, Second Edition: Simple Strategies to Help You Negotiate EverythingFormat:PaperbackDimensions:272 pages, 8.9 × 6.2 × 0.7 inPublished:October 7, 2010Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071743472

ISBN - 13:9780071743471

Reviews

Table of Contents

Introduction; Part 1: The Icon Negotiation Model; Chapter 1. Interests; Chapter 2. Options: Brainstorming; Chapter 3. Criteria: Using Objective Standards; Chapter 4. No-Agreement Alternatives; Part Two: The 4D Process; Chapter 5. The 4D Design Phase; Chapter 6. The 4 D Dig and Develop Phase; Chapter 7. The 4D Decide Phase; Part 3: Before You Get to the Table; Chapter 8. Dealing with Difficult Tactics; Chapter 9. All Negotiations are Cross Cultural; Chapter 10. Prepare, Prepare, Prepare!; Suggested Readings;About the Author; Index