B. POST-NEGOTIATION EVALUATION
by Melanie Billings-Yun
Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships
- Copyright
- Preface
- Introduction
- 1. WHY RELATIONSHIPS MATTER
- 1. THE GOAL IS NOT A GOOD DEAL, BUT A GOOD OUTCOME
- 1.1. Short-Term Fixation, Long-Term Loss
- 1.2. Deals Versus Relationships
- 1.3. Rules of Relationship
- 1.3.1. Respect, Friendliness, and Liking
- 1.3.2. Fairness
- 1.3.3. Honest, Open, and Positive Communication
- 1.3.4. Care and Concern
- 1.3.5. Empathy and Understanding
- 1.3.6. Collaborative Efforts Toward Mutual Success
- 1.3.7. Reciprocity
- 1.3.8. Open-Mindedness and Adaptability
- 1.3.9. Commitment
- 1.3.10. Dependability
- 1.4. Why Go to All This Trouble?
- 2. EVEN MONKEYS DEMAND FAIRNESS
- 3. THE POWER OF US
- 1. THE GOAL IS NOT A GOOD DEAL, BUT A GOOD OUTCOME
- 2. THE MIND OF THE NEGOTIATOR
- 3. FIVE STEPS TO SUCCESS
- 11. PERSUASION — WINNING THEM OVER
- 4. CONCLUSION
-
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