Содержание
Foreword xi
Preface xiii
Introduction: The Power of Stories to Teach About Negotiation 1
1 Mistakes Negotiators Make, and What Do Great Negotiators Do Anyway? 11
I Domestic Business Cases 25
2 Saving a Merger with Creative Thinking 31
3 Congratulations, You Reached Agreement. Now Can You Make It Better? 39
4 You Want What? How to Negotiate Significant Changes to a Relationship – without Destroying It 47
5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution 59
6 Let’s Walk Away, but Before We Do, Would You Consider . . . 67
7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships 75
8 Out from behind the Shadows 85
II International Business Cases 93
9 Negotiating Effectively in the Face of a Significant Power Imbalance 99
10 Breaking a Negotiation Deadlock through Intangibles 105
11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement 115
12 When Rushing to Yes Leads to Bigger Problems – but Then a Solution 123
13 How Interests and Creativity Overcame a Negotiation Gap 131
14 Power Begets Power Begets Power 141
15 All in the Family: Business Negotiations with Baggage 147
16 When You Hit a Problem, Think to Restructure Instead of Walking Away 155
17 Going a Long Way to Make a Deal 165
18 Crossing Cultures and Crossing Wires 173
III Government and Daily Life Cases 181
19 “It All Began with a Crumpled-Up Note” 185
20 The Difference between Stalemate and Solution? A Different Word 197
21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal 207
22 Listening Them Down from a Tree 219
23 Onions and Hostage Negotiations: The Many Layers 229
24 What Does Success Look Like for a Hostage Negotiator? 241
25 What’s in a Name – and How Do You Negotiate It? 251
26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations 257
Conclusion 267
Glossary 277
Acknowledgments 283
About the Author 285
Index 28
