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Principles Of Masterful Negotiation

In: NEGOTIATE PERSUADE AND CREATE GREAT DEALS

Author

Listed:
  • Michael Benoliel
  • Geetanjali Mukherjee
  • Jose Yong

Abstract

Master negotiators use a combination of attitudes, knowledge, and skills that can be categorized into nine principles of effective negotiation and influence. In this chapter, we list and discuss these principles and use examples to demonstrate how these principles can be applied in a variety of negotiation situations. These principles are not listed in a particular order of importance.

Suggested Citation

  • Michael Benoliel & Geetanjali Mukherjee & Jose Yong, 2020. "Principles Of Masterful Negotiation," World Scientific Book Chapters, in: NEGOTIATE PERSUADE AND CREATE GREAT DEALS, chapter 2, pages 17-42, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789811225420_0002
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    Keywords

    Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship

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