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INTRODUCTION TO NEGOTIATION
PREPARATION FOR NEGOTIATION
NEGOTIATING FOR CLIMATE
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accept according actions Afrikaans agree agreement alternatives Americans APPROACH-AVOIDANCE CONFLICT asked aspiration base attitude change Bales bargaining become behaviour cause climate coercive power Cognitive dissonance common ground communication concessions contract create cultures deal decision discussed dissonance effect emotional escalation example expected F W de Klerk fact feel foot-in-the-door technique framed gain groupthink Hendrik Verwoerd important increase individuals influence initial interaction involved issues Japan Japanese label labour union legitimate power Lewicki meeting ment Milgram experiments movements needs negative negotiating situation negotiator's nemawashi objectives opinion opponent's opponents organisation outcome perception person Pienaar Pinetown political position possible potential primacy effect problem Prospect theory questions reach reaction real base realise referent power relationship request response risky shift role sender side skilled negotiators South Africa stage strategies summarisation tactics talks target technique third party threat tiation tion