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Effective Negotiation From Research to Results

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ISBN-10: 1107605385

ISBN-13: 9781107605381

Edition: 2nd 2012 (Revised)

Authors: Ray Fells

List price: $72.95
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'Effective Negotiation' offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.
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Book details

List price: $72.95
Edition: 2nd
Copyright year: 2012
Publisher: Cambridge University Press
Publication date: 5/8/2012
Binding: Paperback
Pages: 272
Size: 7.00" wide x 9.75" long x 0.75" tall
Weight: 1.100
Language: English

An introduction to negotiation: why isn't negotiation more straightforward?
The essence of negotiation: what is at the core of any negotiation?
The knight's move: being strategic in negotiation
The process of negotiation: phrases and phases: is there a pattern to negotiation or do I just go with the flow?
A negotiation script and other ways to manage a negotiation
Digging deep and dealing with differences
Exploring options by creating an opportunity for a 'light bulb' moment
The end-game exchange
Negotiating on behalf of others
Cross-cultural negotiations: different, but much the same
Becoming an effective negotiator