Interpersonal Negotiations

Index

Behaviors, 2, 3–4, 82, 86, 91, 97

Beliefs, 6

and perceptions, 35–40

Create boundaries, 46–48, 47e.

“I need to prove myself,” 48

Peacemaker, 47–48

Show stoppers, 46

Storekeeper, 47

Disbelief, 37

Filter system, 41–42, 42e.

Influence negotiations, 40–43

Self-limiting vs. empowering, 43–46, 48–54

Bibliography, 107

Blocks to negotiating, 12–17, 14e., 57

Process, 62

Relationship, 59–62

Sources of, 15–17

Criteria for Negotiations, 4–5, 77–78

Effectiveness, 5

Fairness, 5

Safety, 4

Dealing with difficult people, 81

Enforcers, 81–86

Assumptions, 82

Behaviors, 82

How to respond to, 82–86, 87e.

Peacemakers, 91–97

Behaviors, 91

How to respond to, 92–97, 98e.

Rebel Producers, 97–103

Assumptions, 97

Behaviors, 97

How to respond to, 97–103, 103e.

Scorekeepers, ...