The Financial Times essential guide to negotiations : how to achieve win-win outcomes

Machine generated contents note: pt. 1 Planning it -- 1. Why negotiation is important in organisations -- Working positively with conflict -- Working in project and matrix organisations -- Working in cross-cultural situations -- Working in partnerships -- Win-lose is not an option -- 2. Getting to win-win -- Individual approaches to conflict -- Aggressive-assertive-passive continuum -- The prisoners' dilemma -- Negotiation and win-win negotiation -- 3. The negotiation process -- The three phases of a negotiation -- The preparation phase -- The interaction phase -- The implementation phase -- 4.Communication styles essential to negotiating -- The four styles of communication -- Developing your communication style -- Non-verbal communication -- Cultural differences in style preference -- Communication styles and negotiation -- pt. 2 Doing it -- 5. Planning a negotiation -- Preparing for the negotiation -- The negotiation continuum -- Five steps to plan a negotiation