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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.
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  Read more...

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Document Type: Book
All Authors / Contributors: John L Graham; Lynda Lawrence; William Hernández Requejo
ISBN: 9781137370150 1137370157
OCLC Number: 881744069
Description: VIII, 240 Seiten
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
Responsibility: John L. Graham, Lynda Lawrence, and William Hernández Requejo.

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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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