We Have a Deal: How to Negotiate with Intelligence, Flexibility and Power

By:

Reynolds, Natalie

Material type: Text

TextPublication details: Icon Books Ltd. 2016 LondonDescription: 292pISBN:

9781785780325

Subject(s):

DDC classification:

658.4052 REY

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Holdings
Item type	Current library	Item location	Collection	Call number	Status	Date due	Barcode	Item holds
Book	NIMA Knowledge Centre	6th Floor Reading Zone	General	658.4052 REY (Browse shelf(Opens below))	Available		M0032442

Total holds: 0

Introduction

Part I: Getting Started
1. Why Negotiation Matters
2. Common Negotiation Mistakes

Part II: The DEALS Method
3. Discover
4. Establish
5. Ask
6. Lead
7. Seal

Part III: People Negotiate with People
8. The Balance of Power
9. The Psychology of Negotiation

Part IV: Overcoming Obstacles
10. Objections, Lies and Emotional Responses
11. Is Negotiation a Man’s Game?
12. It’s a Cultural Thing

Part V: Tools and Further Reading
Negotiation Tactics: Reference Guide
Further Reading

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