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Inventive negotiation : getting beyond yes

Author: John L Graham; Lynda Lawrence; William Hernández-Requejo
Publisher: New York, NY : Palgrave Macmillan, 2014. ©2014
Edition/Format:   Print book : 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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Document Type: Book
All Authors / Contributors: John L Graham; Lynda Lawrence; William Hernández-Requejo
ISBN: 9781137370150 1137370157
OCLC Number: 863127668
Description: viii, 240 pages ; 25 cm
Contents: Introduction: Bought a car lately? --
Going forward to the past: a brief history of negotiation --
Spotting a glimmer of opportunity --
Identifying and creating partners --
Building personal relationships --
Designing systems for success --
Getting the team right --
Leveraging diversity --
Exploring place/space/pace --
Preparing for emotions/power/corruption --
Changing roles --
Creating surprises --
Improvising --
Playing together nicely --
Reviewing and improving --
Appendixes: 1. Defining inventive negotiations in technical terms --
2. 82 ways to generate more ideas.
Responsibility: John L. Graham, Lynda Lawrence, and William Hernandez 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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