TY  - BOOK
AU  - Nelson,Peter
TI  - Negotiation madness /Peter Nelson
T2  - Economics and public policy collection,
SN  - 9781948580946
AV  - BF637 .N446 2018
PY  - 2018///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Negotiation
KW  - agreement
KW  - anchoring
KW  - bargaining
KW  - compatible
KW  - conditional
KW  - conflict
KW  - deadlock
KW  - debate
KW  - distraction
KW  - ethnicity
KW  - intimidating
KW  - intransient
KW  - madness
KW  - negotiate
KW  - negotiation
KW  - parallel
KW  - ploy
KW  - Russian front
KW  - sacrifice
KW  - stalemate
KW  - supplementary
KW  - switching
KW  - Trump
N1  - JEL classification: A10,13,14,20; B10,15,55; C74,93; D23,47,74,91; F02, 51; H12;M1,16,21; Introduction --; Negotiation madness --; Nature of negotiation --; Legal issues --; Ways negotiations take place --; Verbal negotiation skills --; Five phases of negotiation --; Intransience --; Live to fight another day --; Why some countries are more successful --; Practice exercises --; About the author --; Index; 2; b; Also available in printing
N2  - Over the years many books have been written about negotiation techniques from many different perspectives. Out of the most famous Western ideologies, the main theme appears to have been to keep bombarding the other side in one way or the other until they say "Yes." Unfortunately, under many cultures that "Yes" can often mean "Perhaps," or even "No." As Einstein suggested, "Insanity is the madness of doing the same thing over and over again expecting a different result." The Middle East and North Korea seemed to be getting nowhere, although one famous negotiation book boasts it was used at Camp David. Then despite all the odds, along comes a Trump who turns these traditional inviolate negotiating rules on their head and breaks years of stalemate. North and South Korea still on a war footing are talking to each other and prisoners have been released. No one has to like Trump the man, but his technique has demonstrated a whole new approach to negotiation outside of traditional norms, which while it might have some unintended consequences, will never see negotiation techniques the same ever again
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000768.html
ER  -