Negotiation: How to Craft Agreements that Give Everyone More...

By:

Presman, Gavin

Material type: Text

TextPublication details: Icon Books Ltd. 2016 LondonDescription: 208pISBN:

9781848319370

Subject(s):

DDC classification:

658.4052 PRE

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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 PRE (Browse shelf(Opens below))	Available		M0032878

Total holds: 0

Introduction – Why Good Negotiation Practice Leads to Better Personal and Professional Relationships
Chapter 1. Giving Structure to Your Negotiation Strategy
Chapter 2. Step One – Preparing Yourself for Collaborative Negotiation
Chapter 3. Step Two – Preparing a Plan
Chapter 4. Step Three – Understanding Your Partner’s Point of View
Chapter 5. Step Four – Discussing
Chapter 6. Step Five – Proposing
Chapter 7. Step Six – Bargaining
Chapter 8. Step Seven – Agreeing
Chapter 9. Understanding the Human Operating System
Chapter 10. Understanding Personality Traits for Better Negotiations
Chapter 11. Using the Seven Steps at Home
Chapter 12. Avoiding Common Gambits Some Negotiators Use
Conclusion – Can You Really Get More by Giving More?

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