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Leverage : how to get it and how to keep it in any negotiation /
The most important aspect of any negotiation is the real or imagined advantage one holds in a given situation. The concept of "leverage" can refer to time, money, reputation, or any other factor deemed important by one of the two parties - but whatever it refers to, the ability to recognis...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM,
©2006.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Volkema, Roger J. | |
| 245 | 1 | 0 | |a Leverage : |b how to get it and how to keep it in any negotiation / |c Roger Volkema. |
| 260 | |a New York : |b AMACOM, |c ©2006. | ||
| 300 | |a 1 online resource (x, 214 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 504 | |a Includes bibliographical references (page 197) and index. | ||
| 505 | 0 | |a Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts. | |
| 588 | 0 | |a Print version record. | |
| 520 | |a The most important aspect of any negotiation is the real or imagined advantage one holds in a given situation. The concept of "leverage" can refer to time, money, reputation, or any other factor deemed important by one of the two parties - but whatever it refers to, the ability to recognise and use this often-hidden trump card is what makes a master negotiator. "Leverage" is an interactive, practical book that shows readers how to improve their negotiation skills and use leverage to get whatever they want out of any situation | ||
| 546 | |a English. | ||
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Negotiation in business. | |
| 650 | 6 | |a Négociations (Affaires) | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Negotiating. |2 bisacsh | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 758 | |i has work: |a Leverage [electronic resource] (Text) |1 https://id.oclc.org/worldcat/entity/E39PCXtkptHMwm7W6g7jXvrJ8P |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Volkema, Roger J. |t Leverage. |d New York : AMACOM, ©2006 |z 0814473261 |w (DLC) 2005023210 |w (OCoLC)61303380 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=3001809 |z Texto completo |
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