The book of real-world negotiations: successful strategies from business, government, and daily life 1st Edition Joshua N. Weiss

PArt I: Domestic Business Cases

2 Saving a Merger with Creative Thinking

3 Congratulations, You Reached Agreement. Now Can You Make It Better?

4 You Want What? How to Negotiate Significant Changes to a Relationship – without Destroying It

5 How a Bad BATNA, but a Strong Relationship, Sidestepped a Lawsuit and Created a Mutual Gain Solution

6 Let’s Walk Away, but Before We Do, Would You Consider …

7 Walking the Negotiation Tightrope between Short-Term Needs and Developing Long-Term Relationships

8 Out from behind the Shadows

II: International Business Cases

9 Negotiating Effectively in the Face of a Significant Power Imbalance

10 Breaking a Negotiation Deadlock through Intangibles

11 Looking under the Hull: How Uncovering Information Led to a New and Better Agreement

12 When Rushing to Yes Leads to Bigger Problems – but Then a Solution

13 How Interests and Creativity Overcame a Negotiation Gap

14 Power Begets Power Begets Power

15 All in the Family: Business Negotiations with Baggage

16 When You Hit a Problem, Think to Restructure Instead of Walking Away

17 Going a Long Way to Make a Deal

18 Crossing Cultures and Crossing Wires

III: Government and Daily Life Cases

19 “It All Began with a Crumpled-Up Note”

20 The Difference between Stalemate and Solution? A Different Word

21 Adaptability in the Face of Uncertainty: Saving the Philippines Peace Process after a Last-Minute Reversal

22 Listening Them Down from a Tree

23 Onions and Hostage Negotiations: The Many Layers

24 What Does Success Look Like for a Hostage Negotiator?

25 What’s in a Name – and How Do You Negotiate It?

26 Gold Ink, Presidential Letterhead, and Agenda Framing in Contract Negotiations