3 P's of Negotiating : Exploring the

As its title indicates, this book explores the dimensions that influence how boundaries are established for successful negotiating. It examines how different types of people, processes and positional issues all influence each other -- and ultimately determine the outcome of negotiations. Focusing on the "area of the known", will enable readers to quickly determine their own boundaries, as well as the boundaries of others, in order to bring negotiating scenarios to successful ends.

Chapter topics cover the characteristics of self and other negotiators; recognizing people types and processes -- physical, logical, and emotional; position; and various factors.

Foreword

ix

Preface

xi

People

1

(38)

Verbalizers

2

(2)

Convincers

4

(2)

Rationals

6

(2)

Reasonables

8

(1)

With Whom Are You Negotiating?

9

(1)

Occupations

10

(7)

Verbalizers Negotiating with Convincers

17

(1)

Verbalizers Negotiating with Rationals

18

(2)

Verbalizers Negotiating with Reasonables

20

(1)

Verbalizers Negotiating with Verbalizers

21

(1)

Convincers Negotiating with Rationals

22

(1)

Convincers Negotiating with Reasonables

23

(1)

Convincers Negotiating with Verbalizers

24

(1)

Rationals Negotiating with Reasonables

25

(1)

Rationals Negotiating with Verbalizers

26

(2)

Rationals Negotiating with Convincers

28

(1)

Rationals Negotiating with Rationals

28

(2)

Reasonables Negotiating with Verbalizers

30

(1)

Reasonables Negotiating with Convincers

31

(1)

Reasonables Negotiating with Rationals

32

(1)

Reasonables Negotiating with Reasonables

33

(6)

Processes

39

(32)

Verbalizers and Process

40

(1)

Convincers and Process

40

(1)

Rationals and Process

41

(1)

Reasonables and Process

42

(1)

Processes Used in Negotiating

42

(1)

Physical Processes

43

(5)

Logical Processes

48

(16)

Emotional Processes

64

(7)

Position

71

(12)

Multidimensional Circumstances

72

(1)

Attitude

72

(3)

Market Conditions

75

(1)

Supply and Demand

76

(2)

Budget

78

(1)

Value

79

(1)

Personal Taste

80

(1)

Physical Factors of the Property

81

(2)

Dimensions

83

(6)

Risk Management

84

(5)

Conclusion

89

(2)

Index

91

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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3 P's of Negotiating : Exploring the Dimensions

Summary

Table of Contents

Supplemental Materials