The Negotiation Fieldbook: Simple Strategies to Help You Negotiate Everything

The classic guide to collaborative negotiation--updated for today's ultracompetitive environment

"We negotiate every day--in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." -- Roger Fisher, bestselling coauthor of Getting to Yes

The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process.

Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all.

NEW TO THIS EDITION:

• Analysis of different negotiation styles and situations
• The fundamentals of ethical negotiating
• Important breakthroughs in negotiation psychology
• Conducting negotiations on behalf of others

Grande Lum is a co-founder and principal of ThoughtBridge. Mr. Lum mediates labor-management disputes, advises companies on mergers and alliances, and provides negotiation training and facilitation services for corporate and public sector clients. He has produced a negotiations video and written a number of articles on negotiations and collaborative processes and was formerly a partner at CMI, a consulting firm co-founded by Roger Fisher. Mr. Lum is currently Clinical Professor of Law and the Director of Negotiation and Dispute Resolution at the University of California Hastings Law School.

Introduction;

Part 1: The Icon Negotiation Model;
Chapter 1. Interests;
Chapter 2. Options: Brainstorming;
Chapter 3. Criteria: Using Objective Standards;
Chapter 4. No-Agreement Alternatives;

Part Two: The 4D Process;
Chapter 5. The 4D Design Phase;
Chapter 6. The 4 D Dig and Develop Phase;
Chapter 7. The 4D Decide Phase;

Part 3: Before You Get to the Table;
Chapter 8. Dealing with Difficult Tactics;
Chapter 9. All Negotiations are Cross Cultural;
Chapter 10. Prepare, Prepare, Prepare!;
Suggested Readings;
About the Author;
Index