Win-Win Negotiating

Fred E. Jandt is the author of Win-Win Negotiating: Turning Conflict Into Agreement, published by Wiley.

• 1 I Want, You Want: Or the Sicilian Stalemate and how to avoid it 12 How do you deal with conflict 73 Beyond evil and illness: Old and new ideas about conflict within organizations 234 Why conflict is inevitable within organizations 295 One is not enough: Or identifying the sources of conflict 636 On the escalator: Or how small conflicts quickly become large ones 757 Destructive and productive uses of conflict 1018 An exercise in dealing with conflict 1199 Getting past “Yes” or the theoretically perfect resolution of any conflict 12910 Negotiating from strength: Or how to get others to give you power to resolve a conflict 15511 How professional negotiators operate: Positional bargaining versus interest bargaining 17912 The mini-max strategy: Or what should I give and what should I get? 19913 Determining your opponent’s mini-max 21714 Unpacking: Or how to find multiple ways to help your opponents get a good deal 22915 Undoing, tokening, bone-throwing, issue substitution: And other paths to pacification 24916 The hardball negotiator: Or how to fight dirty when you have to 26317 It’s not always easy: but it’s usually possible 295Index 299