Karen Paiyo

In this conversation with his co-author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict--labor negotiators, diplomats and corporate managers. Get what you want and win allies, with ``win-win'' negotiating techniques. Here are the same methods used by people whose jobs are managing conflict--labor negotiators, diplomats, and top corporate managers--and how to put them to work for you in everyday business situations.

Table of Contents:
I Want, You Want: Or the Sicilian Stalemate and How to Avoid It.

Hou do you Deal with Conflict?.

Beyond Evil and Illness: Old and New Ideas about Conflict within Organizations.

Why Conflict Is Inevitable within Organizations.

One is Not Enough: Or Identifying the Sources of Conflict.

On the Escalator: Or How Small Conflicts Quickly Become Large Ones.

Destructive and Productive Uses of Conflict.

An Exercise in Dealing with Conflict.

Getting Past ``Yes'': Or the Theoretically Perfect Resolution of Any Conflict.

Negotiating from Strength: Or How to Get Others to Give You Power to Resolve a Conflict.

How Perfessional Negotiators Operate: Positional Bargaining versus Interest Bargaining.

The Mini-Max Strategy: Or What Should I Give and What Should I Get?

Determing Your Opponent's Mini-Max.

Unpacking: Or How to Find Multiple Ways to Help Your Opponents Get a Good Deal.

Undoing, Tokening, Bone-Throwing, Issue Substitution, and Other Paths to Pacification.

The Hardball Negotiator: Or How to Fight Dirty When You Have To.

It's Not Always Easy, but It's Usually Possible.

Index.