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The dynamics of effective negotiation

Author: Donald B Sparks
Publisher: Houston : Gulf Pub. Co., ©1993.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Summary:

This guide for beginning and seasoned negotiators provides techniques for resolving issues fairly, even when the opponent challenges with methods geared to one-way resolution. Examples illustrate the  Read more...

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Additional Physical Format: Online version:
Sparks, Donald B.
Dynamics of effective negotiation.
Houston : Gulf Pub. Co., ©1993
(OCoLC)647061632
Document Type: Book
All Authors / Contributors: Donald B Sparks
ISBN: 0884151026 9780884151029
OCLC Number: 28184014
Notes: "A win/win approach to getting what you want."
Description: x, 150 pages : illustrations ; 23 cm
Contents: Ch. 1. Characteristics of the Negotiating Situation --
Ch. 2. Negotiating Outcomes --
Ch. 3. Use of Teams --
Ch. 4. Three Critical Errors That Reduce Negotiator Effectiveness --
Ch. 5. Preparing for Negotiations --
Ch. 6. Attitude, Physical Setting, and Clock Time --
Ch. 7. Conflict --
Ch. 8. Intimidation and Protection --
Ch. 9. Opponent Needs --
Ch. 10. Power --
Ch. 11. Influencing Opponents --
Ch. 12. Opponent Styles --
Ch. 13. Stylistic-Based Tactics and Counters --
Ch. 14. Style Movement.
Responsibility: Donald B. Sparks.

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