{"product_id":"getting-ready-to-negotiate-isbn-9780140235319","title":"Getting Ready to Negotiate","description":"This companion volume to the negotiation classic \u003ci\u003eGetting to Yes\u003c\/i\u003e explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.Acknowledgments\u003cbr\u003eUsing This Workbook\u003cbr\u003e1. Introduction\u003cbr\u003e2. In a Hurry?:\u003cbr\u003eSudden Prep\u003cbr\u003ePriority Prep\u003cbr\u003eTHE SEVEN ELEMENTS OF NEGOTIATION\u003cb\u003e3. Interests: What Do People Really Want?\u003c\/b\u003e\u003cbr\u003eForms: Interests I: Identify the Relevant Parties\u003cbr\u003eInterests 2: Clarify the Interests\u003cbr\u003eInterests 3: Probe for Underlying Interests\u003cbr\u003e\u003cb\u003e4. Options: What Are Possible Agreements or Bits of an Agreement?\u003c\/b\u003e\u003cbr\u003eForms: Options 1: Create Options to Meet Interests\u003cbr\u003eOptions 2: Find Ways to Maximize Joint Gains\u003cbr\u003e\u003cb\u003e5. Alternatives: What Will I Do If We Do Not Agree?\u003c\/b\u003e\u003cbr\u003eForms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement\u003cbr\u003eAlternatives 2: Select and Improve my BATNA\u003cbr\u003eAlternatives 3: Identify Alternatives Open to the Other Side\u003cbr\u003eAlternatives 4: Estimate Their BATNA\u003cbr\u003e\u003cb\u003e6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?\u003c\/b\u003e\u003cbr\u003eForms: Legitimacy 1: Use External Standards as a Sword and as a Shield\u003cbr\u003eLegitimacy 2: Use the Fairness of the Process to Persuade\u003cbr\u003eLegitimacy 3: Offer Them an Attractive Way to Explain Their Decision\u003cbr\u003e\u003cb\u003e7. Communication: Am I Ready to Listen and Talk Effectively?\u003c\/b\u003e\u003cbr\u003eForms: Communication 1: Question My Assumptions and Identify Things to Listen For\u003cbr\u003eCommunication 2: Reframe to Help Them Understand\u003cbr\u003e\u003cb\u003e8. Relationship: Am I Ready to Deal with the Relationship?\u003c\/b\u003e\u003cbr\u003eForms: Relationship 1: Separate People Issues from Substantive Issues\u003cbr\u003eRelationship 2: Prepare to Build a Good Working Relationship\u003cbr\u003e\u003cb\u003e9. Commitment: What Commitments Should I Seek or Make?\u003c\/b\u003e\u003cbr\u003eForms: Commitment 1: Identify the Issues to Be Included in the Agreement\u003cbr\u003eCommitment 2: Plan the Steps to Agreement\u003cbr\u003eMOVING FROM PREPARATION TO NEGOTIATION\u003cb\u003e10. Getting Ready to Agree\u003c\/b\u003e\u003cbr\u003eAppendix A: Getting Better at Preparation\u003cbr\u003eAppendix B: A Preparation Tool KitRoger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.","brand":"Penguin Books","offers":[{"title":"Default Title","offer_id":46300511273189,"sku":"NP9780140235319","price":18.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780140235319.jpg?v=1767728003","url":"https:\/\/k12savings.com\/es\/products\/getting-ready-to-negotiate-isbn-9780140235319","provider":"K12savings","version":"1.0","type":"link"}