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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.
Series: BusinessPro collection.
Edition/Format:   eBook : Document : EnglishView all editions and formats
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Genre/Form: Livres électroniques
Additional Physical Format: Print version:
Volkema, Roger J.
Leverage.
New York : AMACOM, ©2006
(DLC) 2005023210
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Roger J Volkema
OCLC Number: 748848013
Notes: Titre de l'écran-titre (visionné le 8 août 2011).
TRAITEMENT SOMMAIRE.
Description: 1 online resource
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.
Series Title: BusinessPro collection.
Responsibility: Roger Volkema.

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