Think Before You Speak

ROY J. LEWICKI is Professor of Management and Human Resources at the College of Business at Ohio State University, and a negotiation and conflict management consultant to many organizations, including Eli Lilly, Price Waterhouse, LLP, and the Young President's Organization. He is the author of Negotiating, Research on Negotiation in Organizations, and other text and professional books on negotiating.ALEXANDER HIAM is a business consultant and author. His books include The Portable MBA in Marketing (Wiley); Closing the Quality Gap: Lessons from America's Leading Companies; Vest Pocket Marketer: Classic Marketing Tools for Executives; and Vest Pocket CEO: Decision-Making Tools for Executives.KAREN WISE OLANDER is a communications specialist and freelance writer. She has authored numerous articles and training manuals, and coauthored (with Hiam) The Prentice Hall Handbook of Entrepreneurship and Small Business Management.

• The Advantage of Strategy. Assessing Your Position. Assessing the Other Party. Context and Power. Selecting a Strategy. Implementing a Competitive Strategy. Implementing a Collaborative Strategy. Alternative Strategies: Accommodating, Avoiding,Compromising. Understanding and Dealing with Traps and Biases inNegotiation. Conflict Reduction: From Opponent to Collaborator. When and How to Use Third-Party Help. Communication Skills. Legal and Ethical Issues. "The More the Merrier": Negotiating through Representatives andTeams. Mastering Strategic Negotiation. Endnotes. Index.