The Economist: Negotiation: An A-Z Guide (Economist a-Z Guide)

About this book

Almost every aspect of business - and indeed human life - involves negotiating skills whether you are striking a deal organising a team working on a project seeking a pay rise or a pay-off or simply settling such important matters as who is going to do the shopping or the household chores. This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are. Its entries cover such topics terms and jargon as: Avoidance-avoidance model Bagatelle Compromise agreement Dirty tricks Expectations Frontal assault Guanxi Hookers principle Interpersonal orientation Killer questions Listening Mother Hubbard Noahs Ark Offer they must refuse Pendulum arbitration Quivering quill Russian front Salami Tit-for-tat Unconditional offer Vulnerability What if? Yesable proposition Zeuthens conflict avoidance model.