IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-1-4842-0850-2_1.html
   My bibliography  Save this book chapter

Our Philosophy of Negotiation

In: Advanced Negotiation Techniques

Author

Listed:
  • Alan McCarthy
  • Steve Hay

Abstract

In this book, we’ll define negotiation and explain our four “mantras” of negotiation philosophy. We’ll work through the five crucial phases of every professional negotiation and what we call the ten golden rules. We’ll suggest a ten-point planning process to help you prepare correctly for a successful negotiation. We’ll show you how to put together a better “jellyfish”—a way to create more effective proposals during your negotiations. All this will be described in the context of how your organization can ensure success in its deals by creating the appropriate strategies and framework of processes to plan, guide, and support successful negotiations. Finally, we’ll emphasize the importance of reflective practice, coaching, and support for people engaged in negotiations. It doesn’t matter which side of the negotiating table you are on, this book will help you to achieve your objectives.

Suggested Citation

  • Alan McCarthy & Steve Hay, 2015. "Our Philosophy of Negotiation," Springer Books, in: Advanced Negotiation Techniques, chapter 0, pages 1-6, Springer.
    • Handle: RePEc:spr:sprchp:978-1-4842-0850-2_1
    DOI: 10.1007/978-1-4842-0850-2_1
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-1-4842-0850-2_1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.