Negotiating Next Week: A Personal Course in Negotiation

by Robert W. Kolb, Deborah M. Kolb

This book is designed to be a?self-guided?personal course on negotiation, designed for the?professional when needs to "negotiate next week." The?book will be organized into three parts?Getting Ready to Negotiate (Preparation Moves, Positioning Moves, Problem Solving Moves); Structuring the Negotiation (Power Moves, Appreciative Moves, Process Moves); Managing the Negotiation (Opening Moves; Enlisting Moves; Turning Moves).? Each chapter will: start with a challenge; offer the strategies and tactics to deal with the challenge; contain a short case for discussion; and conclude with a worksheet that readers can use to develop a strategy for an upcoming negotiation.. For the third section, Managing the Negotiation, we would create 3 videos that would be 5-7 minutes in length: one video that shows?how to open a negotiation; one video that shows where?negotiators are stuck; and the third focuses on how to 'turn' the conversation back when it gets derailed.?

200 pages, Kindle Edition

First published January 20, 2015