Vietnam: Taming the Tiger
For businesses, few developing countries offer as many opportunities in a stable political environment as Vietnam. Nevertheless, the country's commercial and legal systems...

Helping a Community Control its Future: Potential Negotiating Packages and Benefits for an MRS Host
The voluntary siting process for the Monitored Retrievable Storage (MRS) facility set forth in the Nuclear Waste Policy Amendments Act (NWPAA) of 1987 provides a potential host community...

Trick Plays and Traps
An excerpt from WIN-WIN NEGOTIATING: A PROFESSIONAL'S HANDBOOK, published by ASCE Press. The excerpt offers some advice on trick plays and traps for dealing with an uncooperative...

Negotiating the Maze: Hydroelectric Development and Relicensing on Federal Lands

Headlines for Tomorrow's Sport Section
This chapter discusses how to approach the negotiating table....

Reviewing the Record Books and Old Press Clips
This chapter discusses the importance of knowing the team and players you're negotiating with....

Spring Training Takes More Than One Day
This chapter discusses the steps a leader must take in order to prepare for negotiations....

Choosing the Right Playing Field
This chapter discusses the factors that should be considered when selecting the site where negotiations will take place....

Finalizing Strategies for the Game
This chapter discusses strategic decisions that ought to be made prior to negotiations....

Useful Tactics
This chapter discusses tactics for and expectations during negotiations....

Techniques for Effective Negotiating Communications
This chapter discusses communication techniques for negotiations....

As the Clock Winds Down
This chapter discusses the waning stages of negotiations....

Post-Game Niceties
This chapter discusses behaviors to perform and avoid following negotiations....

The Post-Game Wrap-Up
This chapter discusses the thorough review that should be made following a negotiation....

International Negotiations
This chapter includes points to keep in mind when negotiations are international in nature....

U.S. Government Contracting
This chapter includes points to keep in mind when negotiations are with the government....

Appendix A: Checklist for the Ideal Negotiator
Back matter pages come after the papers or chapters in a published work. This back matter contains a checklist for the ideal negotiator....

Appendix B: Ten Primary Reasons for Failure in Negotiation
Back matter pages come after the papers or chapters in a published work. This back matter contains ten primary reasons for failure in negotiation....

Appendix C: Checklist on How to Break Contract Deadlocks
Back matter pages come after the papers or chapters in a published work. This back matter contains a checklist on how to break contract deadlocks....

Appendix D: Checklist for Your Negotiating Effectiveness

 

 

 

 

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