The Seven Tensions of Negotiation
eBook - ePub

The Seven Tensions of Negotiation

Breathe and Let the Opposition Make the Tough Decisions

  1. English
  2. ePUB (mobile friendly)
  3. Available on iOS & Android
eBook - ePub

The Seven Tensions of Negotiation

Breathe and Let the Opposition Make the Tough Decisions

About this book

If you are a professional, you have had some instruction or training in negotiation skills. What if I were to tell you that the training you received made you a weaker negotiator?

Negotiation is a basic human activity that arises out of wants, desires, needs, and disputes. You want something I have. I want to trade for something you have. You believe I wronged you, and you want damages. As organized collections of people, we negotiate terms of exchange.

In The Seven Tensions of Negotiation, you'll discover how to simply say "maybe not" and leverage the seven tensions of negotiation to your advantage. By using this process, you will master the art of negotiation by developing the following essential skills:

- Reducing corporate waste from litigation expenses- Preventing costly battles- Learning how to create power from tension

The seven tensions will help you master stress to dramatically improve your negotiation outcomes when the stakes are high.

Frequently asked questions

Yes, you can cancel anytime from the Subscription tab in your account settings on the Perlego website. Your subscription will stay active until the end of your current billing period. Learn how to cancel your subscription.
At the moment all of our mobile-responsive ePub books are available to download via the app. Most of our PDFs are also available to download and we're working on making the final remaining ones downloadable now. Learn more here.
Perlego offers two plans: Essential and Complete
  • Essential is ideal for learners and professionals who enjoy exploring a wide range of subjects. Access the Essential Library with 800,000+ trusted titles and best-sellers across business, personal growth, and the humanities. Includes unlimited reading time and Standard Read Aloud voice.
  • Complete: Perfect for advanced learners and researchers needing full, unrestricted access. Unlock 1.4M+ books across hundreds of subjects, including academic and specialized titles. The Complete Plan also includes advanced features like Premium Read Aloud and Research Assistant.
Both plans are available with monthly, semester, or annual billing cycles.
We are an online textbook subscription service, where you can get access to an entire online library for less than the price of a single book per month. With over 1 million books across 1000+ topics, we’ve got you covered! Learn more here.
Look out for the read-aloud symbol on your next book to see if you can listen to it. The read-aloud tool reads text aloud for you, highlighting the text as it is being read. You can pause it, speed it up and slow it down. Learn more here.
Yes! You can use the Perlego app on both iOS or Android devices to read anytime, anywhere — even offline. Perfect for commutes or when you’re on the go.
Please note we cannot support devices running on iOS 13 and Android 7 or earlier. Learn more about using the app.
Yes, you can access The Seven Tensions of Negotiation by Cash Nickerson in PDF and/or ePUB format, as well as other popular books in Personal Development & Negotiation. We have over one million books available in our catalogue for you to explore.

Table of contents

  1. Cover
  2. Title Page
  3. Copyright Page
  4. Contents
  5. Acknowledgments
  6. Introduction - Why Focus on Tension?
  7. Chapter 1 - Understanding the Importance and Role of Tension, Trust, and Collaboration in Negotiation
  8. Chapter 2 - The Seven Tensions
  9. Chapter 3 - Relationship Tension
  10. Chapter 4 - Process Tension
  11. Chapter 5 - Power/Leverage Tension
  12. Chapter 6 - Timing Tension
  13. Chapter 7 - Outcome Tension
  14. Chapter 8 - Team Tension
  15. Chapter 9 - Agent Tension
  16. Chapter 10 - What is Collaboration in a Negotiation Context?
  17. Chapter 11 - The Interaction, Movement, and Trajectory of the Seven Tensions
  18. Chapter 12 - Tension as a Tool for Discovery in Negotiations
  19. Chapter 13 - In Defense of Positional Bargaining
  20. Chapter 14 - Dynamic Tension: How to use Tension as a Sword and Shield
  21. Chapter 15 - Negotiator Tension Archetypes
  22. Chapter 16 - Classic Negotiating Questions and the Seven Tensions
  23. Chapter 17 - The Seven Tensions and The Twitter Acquisition
  24. Chapter 18 - Positional Bargaining Math
  25. Chapter 19 - Using the Seven Tensions to Uncover Backstories and Escape Rabbit Holes
  26. Chapter 20 - Conclusion: Negotiating with Strength and Without Regret
  27. Appendix A - The Seven Tensions of Negotiation Preparation Template
  28. Appendix B - The Seven Tensions of Negotiation Mid-Negotiation Gut Checks
  29. Appendix C - The Seven Tensions of Negotiation Post-Negotiation Reflection and Corrective Actions
  30. Appendix D - Suggested Topics and Questions for Common Links Regarding My Counterparty (MC)
  31. Appendix E - The Seven Tensions Agent Alignment Template
  32. Bibliography
  33. About the Author