FOR MANAGERS
by Steven P. Cohen
Preface (download as a pdf file)
Chapter 1. Competitive Versus Collaborative Decision Making
What Is Negotiation?
What Negotiation Is Not
Types of Negotiation
Investigating Your Interests
What Differences Does It Make to Distinguish Between Interests and Positions?
How Do You Deal with Positional Bargainers?
Is Money Really the Interest?
Primary (Fundamental) and Secondary (Derivative) Interests
Looking Beyond Our Personal Interests
The Three C