ENGLISH

The Negotiation Fieldbook

By Grande Lum

Book information

Year
2004
ISBN
007144114X, 9780071441148
DOI
10.1036/0071454748
Open Library ID
OL7300636M
Language
english
Format
PDF
Filesize
1 MB (1119930 bytes)
Edition
1
Pages
204\225
Time added
2011-06-04 13:46:07

Description

Fresh perspectives and guidance for one of today's most essential business skills--negotiation Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides yous with no-nonsense guidance that can be difficult, if not impossible, to find. The Negotiation Fieldbook explains how to create more value at the table by leading a negotiation first to collaboration and then to agreement. Offering concise, straightforward coverage of a topic too often shrouded in confusion and mystery, this hands-on book describes: Essentials negotiators must focus on to be successful How to sequence each move, from first to last Techniques for rescuing a negotiation that has "broken down"

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