The Economist 9781847651198

Cover; Preface; A brief history, and future, of negotiation; Traditional negotiation; Plunder and negotiation; How impor

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The Economist
 9781847651198

Table of contents :
Cover
Preface
A brief history, and future, of negotiation
Traditional negotiation
Plunder and negotiation
How important is culture?
What about personality?
Attempts at reform
The four-phase approach
Conclusion
Aa
Add-on
Adjournment
Advance
Agenda
Agent
Agreement
Aim high
Alternative
Ambiguity
Apples and pears
Arbitration
Argument
Art of the deal
Aspirations
Assumptions
Assumptive close
Auction
Authority
Avoidance-avoidance model
Bb
Bagatelle
Balloon
Bank
Bargaining
Bargaining continuum
Bargaining language
Barter
BATNA
Behavioural styles. Best alternative to no agreementBid
Bid last
Bid/no bid
Blackmail
Blame cycle
Blocking offer
Bluff
Bobbin' and weavin'
Bogey
Boulwarism
Breach of fiduciary trust
Bribery
Brinkmanship
Brooklyn optician
Buying signal
Cc
Capitulation
Car-buying psychology
Cash
Cash before performance
Cash on delivery
Children
Circumstances
Claiming value
Close
Coalition
COD
Coercion
Collateral
Collective bargaining
Command decision
Commission
Commitment ploy
Communication
Compromise agreement
Concession
Concession dilemma
Concession rate
Concession signal
Conciliation. Conditional languageConditional proposition
Conflict
Conflict of interest and rights
Constant
Consulting fee
Contingency deal
Contingency fee
Contract law
Co-operative style
Copyright
Corruption
Cost breakdown
Counter-trade
Courtesy
Creating value
Credit
Credit control
Cultural differences
Dd
Deadlines
Deadlock
Debt collecting
Debt swamp
Decision analysis
Delaying ploy
Delivery
Devalued concessions
Devil's advocate
Dicker
Difficult negotiators
Dirty tricks
Discount
Distributive bargaining
Dripping roast
Dutch auction
Ee
Emotion
Escalation. Escalator scheduleEscrow
Ethics
Exchange
Expectations
Export credit
Exports
Ff
Factoring
Failure to agree
Fair
Fait accompli
Fall-back
Fear of deadlock
Final offer
First offer
Fixed price
Flexibility
Force majeure
Force projection
Forfaiting
Formula bargaining
Four phases
Friendship
Frontal assault
Gg
Game theory
Gazump
Generosity
Get-between
Get it in writing
Getting out from under
Getting paid
Give and take
Go-between
Goodwill
Greed
Grievance
Gross
Guanxi
Guarantee
Hh
Haggle
Hardball negotiating
Heads of agenda
Heads of agreement. Hooker's principleHospitality
Hostage negotiation
Hotel purchase
Hustle close
Ii
If
"I'm only a simple grocer"
"I'm sorry, I've made a mistake"
"Imperial" preference clauses
Imports
Incentive
Indemnity 1
Indemnity 2
Information
Inhibitions
Integrative bargaining
Interest rate
Interests
Internet negotiation
Interpersonal orientation
Intimidation
Intimidator
Kk
Karrass, Chester
Kidnap negotiation
Killer line
Killer questions
Krunch
Ll
Last clear chance
Law
Lawyers
Lease
Lendability factor
Letter of credit
Level up the work, level down the price
Leverage.

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