Creative Conflict: A Practical Guide for Business Negotiators
INR
BK0453389
In Stock
1250.0
Rs.1,250
Low Stock Alert. Only 4 left !
Ships in 5 - 7 Days
Free Shipping in India!
Free Shipping in India for orders above Rs. 500
For orders below Rs. 500, shipping charge of Rs. 50.
This product ships in India
Description
Negotiation is stuck. It's time for something new.Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser?Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance.In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.
Negotiation is stuck. It's time for something new.Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser?Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance.In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.
Features
: Creative Conflict: A Practical Guide for Business Negotiators
: Sanders Bill
: Harvard Business Review Press (10 July 2021)
: 1633699496
: 9781633699496
: Hardcover
: 272
: English
You may also be interested in
Untangling Conflict: An Introspective Guide …ByJanmejaya SinhaRs.499{"price":"499.00","category":"BUSINESS AND MANAGEMENT","name":"Untangling Conflict: An Introspective Guide for Families in Business","id":"1341200-25037279665"}{
"name": "Untangling Conflict: An Introspective Guide for Families in Business",
"id": "BK0458563",
"price": "499.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "Untangling Conflict: An Introspective Guide for Families in Business",
"id": "BK0458563",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "499.00"
}
Making A Living: A Guide To Creative …ByRochester SophieRs.550{"price":"550.00","category":"Books","name":"Making A Living: A Guide To Creative Entrepreneurship","id":"1341200-64210419945"}{
"name": "Making A Living: A Guide To Creative Entrepreneurship",
"id": "BK0454882",
"price": "550.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "Making A Living: A Guide To Creative Entrepreneurship",
"id": "BK0454882",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "550.00"
}
Sri Sathya Sai Baba A LifeByAitken BillRs.299{"price":"299.00","category":"Books","name":"Sri Sathya Sai Baba A Life","id":"1341200-20783301041"}{
"name": "Sri Sathya Sai Baba A Life",
"id": "BK0034209",
"price": "299.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "Sri Sathya Sai Baba A Life",
"id": "BK0034209",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "299.00"
}
Weirdos From Another Planet (Calvin And …ByBill WattersonRs.699{"price":"699.00","category":"Humour Books","name":"Weirdos From Another Planet (Calvin And Hobbes Collection)","id":"1341200-1617843432"}{
"name": "Weirdos From Another Planet (Calvin And Hobbes Collection)",
"id": "BK0164711",
"price": "699.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "Weirdos From Another Planet (Calvin And Hobbes Collection)",
"id": "BK0164711",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "699.00"
}
Calvin And Hobbes: The Revenge Of The Baby …ByBill WattersonRs.699{"price":"699.00","category":"Humour Books","name":"Calvin And Hobbes: The Revenge Of The Baby- Sat","id":"1341200-90393790313"}{
"name": "Calvin And Hobbes: The Revenge Of The Baby- Sat",
"id": "200369199",
"price": "699.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "Calvin And Hobbes: The Revenge Of The Baby- Sat",
"id": "200369199",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "699.00"
}
It's A Magical World: A Calvin And Hobbes …ByBill WattersonRs.999{"price":"999.00","category":"Humour Books","name":"It's A Magical World: A Calvin And Hobbes Collection","id":"1341200-57880388101"}{
"name": "It's A Magical World: A Calvin And Hobbes Collection",
"id": "200369194",
"price": "999.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "It's A Magical World: A Calvin And Hobbes Collection",
"id": "200369194",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "999.00"
}
The Music of What HappensByKonigsberg BillRs.499{"price":"499.00","category":"Books","name":"The Music of What Happens","id":"1341200-75368101859"}{
"name": "The Music of What Happens",
"id": "BK0454327",
"price": "499.00",
"brand": "",
"category": "",
"variant": "",
"list": "",
"position": ""
}
{
"name": "The Music of What Happens",
"id": "BK0454327",
"category": "",
"brand": "",
"variant": "",
"position": "",
"price": "499.00"
}
