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Game, set, match : winning the negotiations game

Author: Henry S Kramer
Publisher: New York : Alm Pub., 2001.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
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Looks at the entire negotiation process from the all-important, but often overlooked, initial planning stages, through opening negotiations, mid-game, end game, & follow up.

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Document Type: Book
All Authors / Contributors: Henry S Kramer
ISBN: 0970597029 9780970597021
OCLC Number: 45603970
Description: xv, 360 pages : illustrations ; 23 cm
Contents: Chapter 1 Understanding the Negotiations Game --
Chapter 2 Planning a Strategy --
Chapter 3 Legal, Negotiations Management Issues, and Ethics --
Chapter 4 Getting Good Data --
Chapter 5 Costing Your Plan and the Other Side's Proposals --
Chapter 6 Winning Approval for Your Strategy, Internal Negotiations --
Chapter 7 Committing Necessary Resources --
Chapter 8 Establishing a Perceived "Win-Win" Outcome --
Chapter 9 Team Bargaining --
Chapter 10 Negotiation Preliminaries--The First Battles --
Chapter 11 The Opening Game --
Chapter 12 The Mid-Negotiation Process --
Chapter 13 The End Game and Clock Management --
Chapter 14 Following Up on Your Results.
Responsibility: by Henry S. Kramer.

Abstract:

Publisher Fact Sheet

Looks at the entire negotiation process from the all-important, but often overlooked, initial planning stages, through opening negotiations, mid-game, end game, & follow up.

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