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|a BF637.N4
|b C36 2004
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|a 302.3
|2 22
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| 049 |
|
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|a UAMI
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| 100 |
1 |
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|a Carrell, Michael R.
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| 245 |
1 |
4 |
|a The everyday negotiator :
|b 50 practical negotiation tactics for work and life /
|c Michael R. Carrell & Christina Heavrin.
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| 250 |
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|a 1st ed.
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| 260 |
|
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|a Amherst, Mass. :
|b HRD Press,
|c ©2004.
|
| 300 |
|
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|a 1 online resource (202 pages) :
|b illustrations
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| 336 |
|
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|a text
|b txt
|2 rdacontent
|
| 337 |
|
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|a computer
|b c
|2 rdamedia
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| 338 |
|
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|a online resource
|b cr
|2 rdacarrier
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| 504 |
|
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|a Includes bibliographical references (pages 199-200).
|
| 505 |
0 |
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|a Table of Contents; Introduction; SECTION I:INTRODUCTION; SECTION II:THE NEGOTIATION PROCESS; SECTION III:50 TACTICS FOR SUCCESS; Tactic 1: Know Your BATNA; Tactic 2: Know Your Opponent's Real Objective; Tactic 3: Control the Setting; Tactic 4: Use Objective Criteria; Tactic 5: List All Items to Be Negotiated; Tactic 6: Timing Is Everything; Tactic 7: Decide How "High" Is High; Tactic 8: The Good Guy/Bad Guy Routine; Tactic 9: Control Your Emotions; Tactic 10: The Reciprocal Buy-Sell Offer; Tactic 11: Use an "Expert Witness"; Tactic 12: Find Common Interests; Tactic 13: Set a Deadline
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| 505 |
8 |
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|a Tactic 14: Don't Always Hide Your WeaknessesTactic 15: Caucus; Tactic 16: Use Throwaway Items; Tactic 17: Package Items; Tactic 18: Agree on Something As Soon As You Can; Tactic 19: Make a First and Best Offer; Tactic 20: Posturing; Tactic 21: Avoid the "Winner's Curse"; Tactic 22: Propose Multiple Options; Tactic 23: The "Win-Win" Approach; Tactic 24: Wait to Counter; Tactic 25: Be Flexible; Tactic 26: Keep Few Secrets; Tactic 27: Expand the Pie; Tactic 28: Offer Fixed Alternatives; Tactic 29: Prolonged Silence; Tactic 30: Always Leave Room for Dessert; Tactic 31: Cut Salami Slices
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| 505 |
8 |
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|a Tactic 32: Don't ExaggerateTactic 33: Bluff!; Tactic 34: Control the Forum with Visuals; Tactic 35: Apply Pressure (when you have the leverage); Tactic 36: Surprise!; Tactic 37: Divide a nd Conquer; Tactic 38: Break the Tension; Tactic 39: Compromise; Tactic 40: Be Friendly; Tactic 41: Record the Meeting; Tactic 42: Split and Choose; Tactic 43: Nickel and Diming; Tactic 44: Make Use of a Positive "Halo Effect"; Tactic 45: Use Facts; Tactic 46: Ask Probing Questions; Tactic 47: The Premature Congratulation; Tactic 48: Walk Away; 49; Tactic 49: Final-Offer Arbitration; 50
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| 546 |
|
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|a English.
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| 590 |
|
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|a eBooks on EBSCOhost
|b EBSCO eBook Subscription Academic Collection - Worldwide
|
| 650 |
|
0 |
|a Negotiation.
|
| 650 |
|
0 |
|a Negotiation in business.
|
| 650 |
|
6 |
|a Négociations.
|
| 650 |
|
6 |
|a Négociations (Affaires)
|
| 650 |
|
7 |
|a negotiation.
|2 aat
|
| 650 |
|
7 |
|a negotiating.
|2 aat
|
| 650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Negotiating.
|2 bisacsh
|
| 650 |
|
7 |
|a FAMILY & RELATIONSHIPS
|x Interpersonal Relations.
|2 bisacsh
|
| 650 |
|
7 |
|a Negotiation
|2 fast
|
| 650 |
|
7 |
|a Negotiation in business
|2 fast
|
| 700 |
1 |
|
|a Heavrin, Christina.
|
| 776 |
0 |
8 |
|i Print version:
|a Carrell, Michael R.
|t Everyday negotiator.
|b 1st ed.
|d Amherst, Mass. : HRD Press, ©2004
|z 0874257980
|w (OCoLC)56429334
|
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