Negotiation Guide

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"In today's changing world, There is perhaps no more important skill learning how to Negotiate Than our differences to reach mutually satisfaying agrements. I wish the people of Romania much success in getting to Yes for Dignity, Prosperity and Peace! "



William Ury,
Harvard Negotiation Project Co-Founder


Content

1. Brief introduction / 7
2. Negotiation Process / 16
3. Types of negotiation processes / 44
4. The phases of negotiation / 52
5. Factors influencing the negotiation / 63
6. Styles of negotiation / 73
7. Transactional Analysis in negotiation / 83
8. Negotiation techniques / 89
9. Negotiation tactics / 101
10. Proxemica or perception and use of space / 108
11. Conflict response styles / 114
12. Scale conflict - Sig Scale / 123
13. Communication in negotiation / 135
14. Barriers in communication / 148
15. Mediation. Assisted Negotiation / 152
16. Mediation techniques, applicable in the negotiation / 171
17. Manipulation and persuasion in negotiations / 186
18. Practical advice in negotiating / 192
19. Quotes about Negotiation / 212

Selective Bibliography / 214