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ISBN10: 0071747001 | ISBN13: 9780071747004
ISBN10: 0071747001
ISBN13: 9780071747004
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Foreword by Roger Fisher, author of the bestselling Getting to Yes Diagnostic test to help readers determine their own-and their opponent's-negotiating style Lum was named Director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of Law, the largest law school negotiation center in the country
Introduction; Part 1: The Icon Negotiation Model; Chapter 1. Interests; Chapter 2. Options: Brainstorming; Chapter 3. Criteria: Using Objective Standards; Chapter 4. No-Agreement Alternatives; Part Two: The 4D Process; Chapter 5. The 4D Design Phase; Chapter 6. The 4 D Dig and Develop Phase; Chapter 7. The 4D Decide Phase; Part 3: Before You Get to the Table; Chapter 8. Dealing with Difficult Tactics; Chapter 9. All Negotiations are Cross Cultural; Chapter 10. Prepare, Prepare, Prepare!; Suggested Readings;About the Author; Index
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