The art of negotiation : how to improvise agreement in a chaotic world
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Summary
Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions. Full description
Table of Contents:
- Embracing chaos
- A sense of direction. A map of the Pyrenees ; Prospecting ; Plan B
- Improvising. Presence of mind ; The swing of things ; Situational awareness
- Managing the process. Openings ; Critical moments ; Closing
- Mastery. Silk purses ; Wicked learning ; Fair enough
- Appendix. Twenty-five reasons to embrace chaos in negotiation : a strategic road map.