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Inventive Negotiation : Getting Beyond Yes

Author: John L Graham; Lynda Lawrence; William Hernández Requejo
Publisher: New York Palgrave Macmillan US 2014.
Series: SpringerLink : Bücher
Edition/Format:   eBook : EnglishView all editions and formats
Summary:
Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.
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Material Type: Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: John L Graham; Lynda Lawrence; William Hernández Requejo
ISBN: 9781137370167 1137370165 9781137370150 1137370157
OCLC Number: 958179959
Description: 1 Online-Ressource (XIII, 244 p)
Contents: Introduction Bought a Car Recently? 1. Older than History, More Advanced than the Future 2. It Begins with a Glimmer of Opportunity 3. Don't Sell Them the Show. Sell Them the Vision 4. Then You Build Personal Relationships 5. Systems that Make It Happen 6. The Right People 7. Diversity Works 8. Place/Space/Pace 9. Emotion/Power/Ethics 10. Changing Roles 11. Creativity Stimulants 12. Improvisation 13. Playing Together 14. Review and Improve
Series Title: SpringerLink : Bücher
Responsibility: by John L. Graham, Lynda Lawrence, William Hernández Requejo.

Abstract:

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive  Read more...

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'Inventive Negotiation takes the mystery out of complex global negotiations that confront most senior executives. Detailing the pitfalls that can derail effective negotiations, the how-to's Read more...

 
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