eBook The Economist: Negotiation: An A-Z Guide, 1st Edition

  • Gavin Kennedy
  • Published By: Economist
  • ISBN-10: 1847651194
  • ISBN-13: 9781847651198
  • DDC: 658.405203
  • Grade Level Range: College Freshman - College Senior
  • 272 Pages | eBook
  • Original Copyright 2009 | Published/Released June 2014
  • This publication's content originally published in print form: 2009
  • Price:  Sign in for price

About

Overview

The Essential A–Z Guides are lively, practical resources for business and investment professionals, as well as politicians, public servants, and students. Each book contains hundreds of entries that concisely explain the subject’s concept in a handy reference that complements any business library.

Table of Contents

Front Cover.
Half Title Page.
Other Economist Books.
Title Page.
Copyright Page.
Contents.
Preface.
A Brief History, and Future, of Negotiation.
A-Z.
1: A.
2: Add-on.
3: Adjournment.
4: Advance.
5: Agenda.
6: Agent.
7: Agreement.
8: Aim High.
9: Alternative.
10: Ambiguity.
11: Apples and Pears.
12: Arbitration.
13: Argument.
14: Art of the Deal.
15: Aspirations.
16: Assumptions.
17: Assumptive Close.
18: Auction.
19: Authority.
20: Avoidance-Avoidance Model.
21: B.
22: Bagatelle.
23: Balloon.
24: Bank.
25: Bargaining.
26: Bargaining Continuum.
27: Bargaining Language.
28: Barter.
29: Behavioural Styles.
30: Best Alternative to No Agreement.
31: Bid.
32: Bid Last.
33: Bid/No Bid.
34: Blackmail.
35: Blame Cycle.
36: Blocking Offer.
37: Bluff.
38: Bobbin' and Weavin'.
39: Bogey.
40: Boulwarism.
41: Breach of Fiduciary Trust.
42: Bribery.
43: Brinkmanship.
44: Brooklyn Optician.
45: Buying Signal.
46: C.
47: Capitulation.
48: Car-Buying Psychology.
49: Cash.
50: Cash Before Performance.
51: Cash on Delivery.
52: Children.
53: Circumstances.
54: Claiming Value.
55: Close.
56: Coalition.
57: Coercion.
58: Collateral.
59: Collective Bargaining.
60: Command Decision.
61: Commission.
62: Commitment Ploy.
63: Communication.
64: Compromise Agreement.
65: Concession.
66: Concession Dilemma.
67: Concession Rate.
68: Concession Signal.
69: Conciliation.
70: Conditional Language.
71: Conditional Proposition.
72: Conflict.
73: Conflict of Interest and Rights.
74: Constant.
75: Consulting Fee.
76: Contingency Deal.
77: Contingency Fee.
78: Contract Law.
79: Co-operative Style.
80: Copyright.
81: Corruption.
82: Cost Breakdown.
83: Counter-Trade.
84: Courtesy.
85: Creating Value.
86: Credit.
87: Credit Control.
88: Cultural Differences.
89: D.
90: Deadlines.
91: Deadlock.
92: Debt Collecting.
93: Debt Swamp.
94: Decision Analysis.
95: Delaying Ploy.
96: Delivery.
97: Devalued Concessions.
98: Devil's Advocate.
99: Dicker.
100: Difficult Negotiators.
101: Dirty Tricks.
102: Discount.
103: Distributive Bargaining.
104: Dripping Roast.
105: Dutch Auction.
106: E.
107: Emotion.
108: Escalation.
109: Escalator Schedule.
110: Escrow.
111: Ethics.
112: Exchange.
113: Expectations.
114: Export Credit.
115: Exports.
116: F.
117: Factoring.
118: Failure to Agree.
119: Fair.
120: Fait Accompli.
121: Fall-Back.
122: Fear of Deadlock.
123: Final Offer.
124: First Offer.
125: Fixed Price.
126: Flexibility.
127: Force Majeure.
128: Force Projection.
129: Forfaiting.
130: Formula Bargaining.
131: Four Phases.
132: Friendship.
133: Frontal Assault.
134: G.
135: Game Theory.
136: Gazump.
137: Generosity.
138: Get-Between.
139: Get it in Writing.
140: Getting Out From Under.
141: Getting Paid.
142: Give and Take.
143: Go-Between.
144: Goodwill.
145: Greed.
146: Grievance.
147: Gross.
148: Guanxi.
149: Guarantee.
150: H.
151: Haggle.
152: Hardball Negotiating.
153: Heads of Agenda.
154: Heads of Agreement.
155: Hooker's Principle.
156: Hospitality.
157: Hostage Negotiation.
158: Hotel Purchase.
159: Hustle Close.
160: I.
161: If.
162: I'm Only a Simple Grocer.
163: I'm Sorry, I've Made a Mistake.
164: “Imperial” Preference Clauses.
165: Imports.
166: Incentive.
167: Indemnity 1.
168: Indemnity 2.
169: Information.
170: Inhibitions.
171: Integrative Bargaining.
172: Interest Rate.
173: Interests.
174: Internet Negotiation.
175: Interpersonal Orientation.
176: Intimidation.
177: Intimidator.
178: K.
179: Karrass, Chester.
180: Kidnap Negotiation.
181: Killer Line.
182: Killer Questions.
183: Krunch.
184: L.
185: Last Clear Chance.
186: Law.
187: Lawyers.
188: Lease.
189: Lendability Factor.
190: Letter of Credit.
191: Level Up the Work, Level Down the Price.