Practical negotiating : tools, tactics, & techniques /
Praise for Practical Negotiating: Tools, Tactics & Techniques"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, N.J. :
John Wiley & Sons,
©2007.
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| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- Practical Negotiating; Contents; Acknowledgments; Chapter 1: The Need for Negotiation; Chapter 2: Wants and Needs; Chapter 3: Setting Objectives and Determining Positions; Chapter 4: Currencies and Concessions; Chapter 5: Power in Negotiation; Chapter 6: Negotiation Model: Stages with Critical Tasks; Chapter 7: Negotiation Styles and Key Skills; Chapter 8: Win-Win Tactics; Chapter 9: Adversarial Tactics and Countertactics; Chapter 10: Tactical Orientation; Chapter 11: Special Negotiation Situations; Chapter 12: Putting It All Together; Appendix A: Negotiation Style Survey.
- Appendix B: Practical Negotiating: Planning GuideNotes; Bibliography; Index.
