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Beyond dealmaking : five steps to negotiating profitable relationships /
"Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions persons, resolving your differences, and coming up with solutions persons, resolving your differences, and coming up with solutions"--Preface.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
San Francisco :
Jossey-Bass,
©2010.
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| Edición: | 1st ed. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Why relationships matter
- Goal is not a good deal, but a good outcome
- Even monkeys demand fairness
- Power of us
- Mind of the negotiator
- Four pillars of relationship negotiation
- Don't feed the bears
- Be prepared
- Five steps to success
- Goals--What you really want
- Routes--How to get there
- Arguments--making your case
- Substitutes--The backup plan
- Persuasion--Winning them over
- You can negotiate!