The Financial Times essential guide to negotiations : how to achieve win-win outcomes / Geof Cox.

Includes bibliographical references and index.

Machine generated contents note: part 1 Planning it -- 1. Why negotiation is important in organisations -- Working positively with conflict -- Working in project and matrix organisations -- Working in cross-cultural situations -- Working in partnerships -- Win-lose is not an option -- 2. Getting to win-win -- Individual approaches to conflict -- Aggressive-assertive-passive continuum -- The prisoners' dilemma -- Negotiation and win-win negotiation -- 3. The negotiation process -- The three phases of a negotiation -- The preparation phase -- The interaction phase -- The implementation phase -- 4.Communication styles essential to negotiating -- The four styles of communication -- Developing your communication style -- Non-verbal communication -- Cultural differences in style preference -- Communication styles and negotiation -- part 2 Doing it -- 5. Planning a negotiation -- Preparing for the negotiation -- The negotiation continuum -- Five steps to plan a negotiation.

Contents note continued: Step 1 What is the issue? -- Step 2 Who are the parties involved? -- Step 3 What does each party want and have to offer? -- Step 4 What strategy should we use -- Step 5 Where do we start? -- 6. Conducting the negotiation -- Using the OPEC process model -- Opening phase -- Positioning phase -- Exploring phase -- Closing phase -- 7. What successful negotiators do and don't do -- Common pitfalls -- What successful negotiators do more -- Positive interaction -- 8. Tactics and dirty tricks -- using them and dealing with them -- Lies -- Lacking authority -- Deadlines and deadlocks -- Exploiting distance -- Nibbling -- Stressful environment -- Unreasonable demands and offers -- Good guy/bad guy -- Threats -- Scrambled eggs -- 9. Negotiating in more complex situations -- International and cross-cultural negotiation -- Negotiating remotely -- Multi-party negotiations -- Negotiating in a team -- part 3 Reviewing it.

Contents note continued: 10. Reviewing your negotiation and improving your skills -- Reviewing the negotiation -- Improving your negotiation skill -- Summary.