Expand the Pie : How to Add Value to Any Negotiation
by Lum, Grande; Tyler-Wood, Irma; Wanis-St. John, AnthonyFormat: Paperback
Pub. Date: 2002-10-01
Publisher(s): Castle Pacific Pub Co
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Summary
It's not about haggling or intimidating -- it's about creating more value at the table. This guide is filled with easy to remember advice on how to become a better negotiator, worksheets to help you prepare for negotiations, and quizzes to test and apply your knowledge. Expand The Pie is a one-of-a-kind and important addition to your negotiation toolkit. Authors Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John share their knowledge and experience as professional negotiators in this original work and make a valuable contribution to the negotiation field. Book jacket.
Table of Contents
| Foreword | p. i |
| Acknowledgments | p. iii |
| Introduction | p. 1 |
| Using this Field Guide | p. 7 |
| The Icon Negotiation Model | p. 13 |
| Interests: Get Underneath Negotiating Positions | p. 15 |
| Options: Brainstorm Creatively | p. 33 |
| Criteria: Use Objective Standards Instead of Willpower | p. 51 |
| No-Agreement Alternatives: Know Your BATNA | p. 67 |
| The 4D Process | p. 79 |
| The 4D Design Phase: Set Up and Begin Any Negotiation | p. 81 |
| The 4D Dig & Develop Phases: Discover Interests, Brainstorm Options & Narrow through Criteria | p. 103 |
| The 4D Decide Phase: Come to Closure | p. 137 |
| Before You Get to the Table | p. 163 |
| Dealing with Difficult Tactics | p. 165 |
| Treat All Negotiations as Cross-Cultural | p. 177 |
| Prepare, Prepare, Prepare! | p. 181 |
| Appendix | p. 187 |
| ICON & 4D Summary | p. 189 |
| 4D Key Point Summary | p. 191 |
| Worksheets | p. 193 |
| Glossary | p. 205 |
| References | p. 209 |
| About the Authors | p. 213 |
| About ThoughtBridge | p. 215 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
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