National accounts, 8
Neale, M. A., 112
Neale, Margaret, 116
Negotiating Rationally (Neale and Bazerman), 116
Negotiation(s)
behavioral approach to, 5
blueprint, 13–19
complexity of, 4, 5
distributing/implementing the strategy, 191–92
fluidity of strategy, 192
goals, 20, 27–39
guidelines, 189–91
identifying/training stakeholders, 183–86, 191–92
increasing value with strategy, 193–95
internal, 5, 7, 30
lagging indicators, 188–90
leading indicators, 190
measuring the outcomes, 188–89, 193
“old” rules of, 8–10
organizational approach to, 183–95
problems, 10–12
purpose of having process, 3–4
sample. See Sample negotiations
steps, 19–25
trading, 18–19, 132–33
writing the strategy, 186–91
Negotiators, types of, 156
Nibbling, 114
Northcraft, G. B., 112