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Negotiating and Influencing Skills : the Art of Creating and Claiming Value.
Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Thousand Oaks :
SAGE Publications,
1997.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
| LEADER | 00000cam a2200000Mi 4500 | ||
|---|---|---|---|
| 001 | EBOOKCENTRAL_ocn809773740 | ||
| 003 | OCoLC | ||
| 005 | 20240329122006.0 | ||
| 006 | m o d | ||
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| 008 | 120823s1997 xx o 000 0 eng d | ||
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| 020 | |a 9781452263595 | ||
| 020 | |a 1452263590 | ||
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| 035 | |a (OCoLC)809773740 | ||
| 050 | 4 | |a BF637.N4 M39 1998 | |
| 082 | 0 | 4 | |a 158.5 |
| 049 | |a UAMI | ||
| 100 | 1 | |a McRae, Dr. Brad. | |
| 245 | 1 | 0 | |a Negotiating and Influencing Skills : |b the Art of Creating and Claiming Value. |
| 260 | |a Thousand Oaks : |b SAGE Publications, |c 1997. | ||
| 300 | |a 1 online resource (209 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 520 | |a Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills addresses how to negotiate with difficult people and in dif. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a Cover; Contents; Preface; Acknowledgments; Chapter 1 -- Introduction; Chapter 2 -- Creating and Claiming Value; Chapter 3 -- Assessing Your Current Negotiating Style; Chapter 4 -- Principles and Techniques for Creating and Claiming Value; Chapter 5 -- Dealing with Difficult People and Difficult Situations; Chapter 6 -- Developing Higher-Order Skills; Chapter 7 -- The Power of Commitment; Chapter 8 -- Conclusion; Appendix A: Annotated Bibliography; Appendix B: Exercises and Forms; References; Index; About the Author. | |
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Influence (Psychology) | |
| 650 | 0 | |a Negotiation. | |
| 650 | 6 | |a Influence (Psychologie) | |
| 650 | 6 | |a Négociations. | |
| 650 | 7 | |a negotiating. |2 aat | |
| 650 | 7 | |a negotiation. |2 aat | |
| 650 | 7 | |a Influence (Psychology) |2 fast | |
| 650 | 7 | |a Negotiation |2 fast | |
| 758 | |i has work: |a Negotiating and influencing skills (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGJBxh8JGgC73D44kTBByd |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |z 9780761911852 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=996998 |z Texto completo |
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL996998 | ||
| 994 | |a 92 |b IZTAP | ||