Record Display for the EPA National Library Catalog
RECORD NUMBER: 27 OF 31Main Title | The little book of strategic negotiation : negotiating during turbulent times / | ||||||||||||
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Author | Docherty, Jayne Seminare. | ||||||||||||
Publisher | Good Books, | ||||||||||||
Year Published | 2005 | ||||||||||||
OCLC Number | 56567040 | ||||||||||||
ISBN | 1561484288; 9781561484287 | ||||||||||||
Subjects | Negotiation | ||||||||||||
Holdings |
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Collation | 90 pages : illustrations ; 22 cm. | ||||||||||||
Notes | Includes bibliographical references (pages 88-89). |
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Contents Notes | Negotiating in turbulent times -- Changing contexts -- Who can use this book? -- Negotiation as a game? -- Why I have written this book -- Thinking about the big picture -- Three stories -- Negotiation occurs in a negotiated context -- Minimal requirements for negotiation -- Practical implications -- Changes in context can create turbulence in negotiations -- Jean and Sam end their marriage -- The hard work of a corporate merger -- Making ecosystem management a reality -- Practical implications -- Using negotiation strategically -- Managing behind the table negotiations -- Principal-agent relationships in negotiation -- Structuring negotiations with agents and principals -- Working with stakeholders who decline to negotiate -- Practical implications -- Negotiating meaning -- Negotiating the context -- Making room for storytelling in negotiation -- World naming power and storytelling in negotiation -- Negotiated agreements are world naming stories -- Practical implications -- Mobilizing and sustaining support for the agreement -- Understanding why others resist the agreement -- Anticipating, preventing, and working with public resistance -- Preparing the public -- Being realistic about the agreement -- Mobilizing resources -- Cultivating visionary leadership -- Introducing and explaining the agreement -- Planning for resiliency. |