Kennedy on Negotiation

Contents: Prologue: Negotiation; Decision making; What is negotiation?; Haggling and horse trading; Promises; Nobody ever saw two dogs negotiate over a bone; Interests and charity; Nash and the bargaining problem; The real problem with bargaining; The benefits of bargaining. Dialogue: Negotiation as a Phased Process; Models of negotiation; Douglas's three phase model; Gulliver's eight phases; Kennedy's eight-step model; Two modifications; Phase One - Preparing to Negotiate; Time to prepare; What is this negotiation about?; What are your interests?; What are the negotiable issues?; What are your priorities?; What are your negotiating ranges?; The negotiator's surplus; Tradables; The extended Negotek® PREP Planner; Introducing power into preparation; What is power?; Dependency and commitment; Atkinson on power; Preparing the management agenda; Phase Two - Debating Face to Face; Debate; Behaving badly; Manipulative ploys; Streetwise?; Power ploys; Verbal ploys; Destructive argument behaviour; Effective behaviour; The language of negotiation; The art of questioning; Constructive debate behaviour; Phase Three - Proposing and Bargaining Face to Face; How important is personality in negotiating?; The personality styles of negotiators; Psychology and negotiating personalities; A trainer on personalities; Prisonner's dilemma games; The prime colours of negotiation; Results versus relationships; The purple principle of conditionality; The myths of conceding behaviour; Proposing and bargaining ploys; Go-betweens and red bargainers; Red bargainers in insurance; Red bargainers in buying; Red bargainers in business; The law and red bargainers; Difficult negotiators; Power in proposing and bargaining; Applying Atkinson's power assessment method; Closing the bargaining phase; Bargaining closes; Agreement; Rational Negotiation?; The lure of rationality; Common negotiating errors; Simon's simple model; Principled negotiation; The prescriptions of principled negotiation; Rising above principle?; The negotiator as mediator. Epilogue: A practitioner's research agenda?; A perfect negotiation? Appendices: Select bibliography of work referred to in the text; Exercise on conditionality; Practice examination; Case study; Essay questions; Notes; Index.