Playing the end game
Language: English Series: New Law Journal ; 156(7223) 5 May 2006, 740-741(2)Publication details: 2006Subject(s): Summary: Looks at some key aspects of negotiation, including the skills required of a good negotiator; the three basic strategies of negotiation - the ideal position, the realistic position and the fallback position; how negotiation works; and win-win bargaining, which focuses on the interests involved in the negotiation, rather than the positions adopted, and aims to establish objective criteria for reaching solutions.| Item type | Current library | Call number | Copy number | Status | Barcode | |
|---|---|---|---|---|---|---|
| Journal article | London Journal article | L133489 (Browse shelf(Opens below)) | 1 | Available | 133489-1001 |
Looks at some key aspects of negotiation, including the skills required of a good negotiator; the three basic strategies of negotiation - the ideal position, the realistic position and the fallback position; how negotiation works; and win-win bargaining, which focuses on the interests involved in the negotiation, rather than the positions adopted, and aims to establish objective criteria for reaching solutions.