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How to negotiate

Author: Steven Barnet Samuels
Publisher: [New York] : American Management Associations, Extension Institute, 1984.
Edition/Format:   Audiobook : English
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Material Type: Audio book, etc.
Document Type: Sound Recording
All Authors / Contributors: Steven Barnet Samuels
OCLC Number: 11933131
Notes: Originally published as How to be a successful negotiator, 1982.
Description: 6 audiocassettes : 1 7/8 ips, mono + 1 workbook
Contents: The basics of effective negotiation --
The effective negotiator. --
The negotiation team --
Preparing for negotiation, pt. 1 & 2 --
The negotiation session --
Closing the negotiation --
Barriers to effective negotiation --
Win-lose and win-win negotiation --
Power tactics and defenses --
Nonverbal aspects of negotiation --
Barrier-prone negotiations.
Responsibility: Steven Barnet Samuels.

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