Record Display for the EPA National Library CatalogRECORD NUMBER: 27 OF 31
|Main Title||The little book of strategic negotiation : negotiating during turbulent times /|
|Author||Docherty, Jayne Seminare.|
|Collation||90 pages : illustrations ; 22 cm.|
Includes bibliographical references (pages 88-89).
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.