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Leverage : how to get it and how to keep it in any negotiation

Author: Roger J Volkema
Publisher: New York : AMACOM, ©2006.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
The most important aspect of any negotiation is the real or imagined advantage one holds in a given situation. The concept of "leverage" can refer to time, money, reputation, or any other factor deemed important by one of the two parties - but whatever it refers to, the ability to recognise and use this often-hidden trump card is what makes a master negotiator. "Leverage" is an interactive, practical book that shows  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Volkema, Roger J.
Leverage.
New York : AMACOM, ©2006
(DLC) 2005023210
(OCoLC)61303380
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Roger J Volkema
ISBN: 0814426964 9780814426968 9780814473269 0814473261 1281128244 9781281128249
OCLC Number: 70261721
Description: 1 online resource (x, 214 pages) : illustrations
Contents: Introduction --
Negotiation and leverage --
Four characteristics of leverage --
The four states of leverage --
The sources of leverage --
Indicators of leverage --
Checking your progress : identifying leverage --
Managing leverage --
Increasing your leverage --
Decreasing the other party's leverage --
Checking your progress : altering leverage --
The dance of leverage --
Reality test --
Playing defense --
The climate of negotiation --
Selecting an approach --
The art of communication --
Another reality challenge --
Leverage, uncertainty, and risk --
Leverage and ethics --
Managing emotions --
Negotiating in cyberspace --
Multiparty negotiations --
International negotiations --
Surrendering leverage --
Final thoughts.
Responsibility: Roger Volkema.
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Abstract:

Helps you build personal confidence and advance your skills as a negotiator. This book gives you practical, strategic guidance on how to: identify the indicators or signals of leverage; decrease the  Read more...

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