Negotiate like the big guys : how small and mid-size companies can balance the power in dealing with corporate giants /

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Onaitis, Susan
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Los Angeles, Calif : Silver Lake Pub., ©1999.
Edición:1st ed.
Temas:
Negotiation in business.
Négociations (Affaires)
BUSINESS & ECONOMICS > Negotiating.
Negotiation in business
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Chapter 1 Moving Away from the Traditional Approach 19
  • Chapter 2 Various Negotiating Styles 43
  • Chapter 3 Mastering Adversarial Negotiating 67
  • Chapter 4 Collaborative Negotiation 97
  • Chapter 5 Anticipating and Handling Price Pressure 115
  • Chapter 6 Negotiating Etiquette: Letters, Faxes and E-mail 145
  • Chapter 7 How to Handle Lying and Dishonesty 163
  • Chapter 8 Alliances--The New Rules 183
  • Chapter 9 Human Factors: Nationality, Ethnicity and Gender 213
  • Chapter 10 Dealing with Differences in Corporate Culture 229.

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