Mastering business negotiation : a working guide to making deals and resolving conflict /
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| Format: | Book |
| Language: | English |
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San Francisco :
Jossey-Bass, a John Wiley & Sons Imprint,
c2006.
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Table of Contents:
- The negotiation imperative
- The flexibility of the master negotiator
- Getting ready to negotiate
- The art of the master competitor
- Executing a competitive negotiation
- Mastering the art of collaboration
- Mastering the art of compromise
- Mastering accommodation and avoidance strategies
- Three (or more) is a crowd : mastering multiparty negotiations
- Mastering the framing process in negotiation
- Mastering the power and influence process
- Mastering personal negotiations.