000			01860nam a2200193Ia 4500
008			140223b2010 xxu||||| |||| 00| 0 eng d
020			_a9780470750087 _c0.00
082			_a658.4052 _bLEM
100			_aLempereur, Alain
245			_aThe First Move: A Negotiator's Companion
260			_aUnited Kingdom _bJohn Wiley & Sons, Ltd. _c2010
300			_a254p
500			_aACKNOWLEDGEMENTS. Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes. How to develop relevant responses for negotiation. Chapter 1 Questioning before Negotiating. How to move beyond an instinctive approach. Chapter 2 Preparing Negotiations before Performing. How to plan for process, problems, and people. Chapter 3 Doing the Essential before the Obvious. How to deal with the process. Chapter 4 Optimising Joint Value before Dividing It. How to deal with the problem. Chapter 5 Listening before Speaking. How to deal with people (1) – active communication. Chapter 6 Acknowledging Emotions before Problem-Solving. How to deal with people (2) – the challenges. Chapter 7 Deepening the Method before Facing Complexity. How to manage negotiations in multilevel, multilateral and multicultural contexts. Chapter 8 Formalising the Agreement before Concluding. How to reap the benefits of negotiation. Conclusion Personalising your Theory before Practicing. How to continue to improve your negotiation skills. BIBLIOGRAPHY. TO GO FURTHER. ESSEC IRENE: Negotiators of the World. ABOUT THE AUTHORS. REFERENCES. INDEX
600			_aNegotiation
600			_aNegotiation in business
700			_aColson, Aurelien
890			_aUK
995			_ALEM _B010254 _CMGT-MAR _D1339.52 _E0 _F049 _GIN1063 _H0 _I0.00 _J1913.60 30% SKN - SKN _L20110210 _UC _W20110228 _XKushal Books _ZGeneral
999			_c63204 _d63204