Record Display for the EPA National Library Catalog


Main Title The little book of strategic negotiation : negotiating during turbulent times /
Author Docherty, Jayne Seminare.
Publisher Good Books,
Year Published 2005
OCLC Number 56567040
ISBN 1561484288; 9781561484287
Subjects Negotiation
Library Call Number Additional Info Location Last
EJAM  BF637.N4D623 2005 Region 3 Library/Philadelphia, PA 02/27/2017 DISPERSAL
Collation 90 pages : illustrations ; 22 cm.
Includes bibliographical references (pages 88-89).
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.