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Finding Common Ground | |
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![](/web/20080208071234im_/http://www1.agric.gov.ab.ca/$department/deptdocs.nsf/sendfriend.gif?OpenImageResource) |
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![](/web/20080208071234im_/http://www1.agric.gov.ab.ca/$department/deptdocs.nsf/ba3468a2a8681f69872569d60073fde1/416f115934aae9eb87256a380053ddaa/Information/0.188!OpenElement&FieldElemFormat=jpg) | This book gives you all the basic information you need to negotiate a win-win agreement. It explains the three-step negotiation process, interest-based negotiations, techniques for reaching agreements, and negotiations in business vs. community organizations. It will help you negotiate with a lender, boss, employee, landlord, community organization or family member. You'll also learn how to treat your opponent with respect while taking care of your own needs. A sample agreement and several worksheets are added features. 53 pages.
Agdex 1834-9
$8.00 |
Copies of this book may be purchased by:
- Calling 1-800-292-5697 (toll-free in Canada) or (780) 427-0391
- Completing an order form and sending it to our Publications Office.
- Buying on-line.
Table of Contents
- Competition vs. Co-operation
- Ways to Reach Agreements
- Bargaining
- Arbitration
- Negotiation
- Mediation
- Interest-based Negotiation
- Separate the People from the Problem
- Focus on Interests, Not Positions
- Invent Options for Mutual Gain
- Use Objective Criteria
- Start with an Open Mind
- Negotiation Steps
- Analyze the Situation
- Define the Problem
- Determine Interests and Positions
- Identify Resources
- Assess the Importance of the Relationship
- Explore the Best Alternative to a Negotiated Agreement (BATNA)
- Develop a Communication Strategy
- See the Other Point of View
- Listen to the Other Side
- Think About How You Speak
- Negotiate
- Outline a Procedure
- Clarify the Issue
- Explore Interests
- Identify Criteria for Forming an Agreement
- Invent Options for Mutual Gain
- Select the Preferred Option
- Prepare a Written Agreement
- Other Considerations in Negotiations
- When and Where to Meet
- Breaks
- Involving a Third Party
- Sources of Power
- Tension Escalates
- Negotiations with More than Two Parties
- One Text Procedure
- Summary of Steps
- Agreements in Organizations
- Worksheets
- Prepare to Negotiate
- Separate the People from the Problem
- The Problem is that
- Moving from Positions to Interests
- Questions to Move from Positions to Interests
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For more information about the content of this document, contact Ada Serafinchon.
This information published to the web on April 24, 2001.
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