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The first move : a negotiator's companion /
Solidly and uniquely grounded in the best of European and American traditions and scholarship, including the authors' own research, this book provides deep insight into how to negotiate successfully in business and political settings alike. "There are two European negotiation scholars whos...
| Call Number: | Libro Electrónico |
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| Main Author: | |
| Other Authors: | , |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
Hoboken, N.J. :
Wiley,
2010.
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| Subjects: | |
| Online Access: | Texto completo |
Table of Contents:
- The First Move; Contents; ACKNOWLEDGEMENTS; Introduction Experimenting with a Renewed Method before Resorting to Old Refl exes; Chapter 1 Questioning before Negotiating; Chapter 2 Preparing Negotiations before Performing; Chapter 3 Doing the Essential before the Obvious; Chapter 4 Optimising Joint Value before Dividing It; Chapter 5 Listening before Speaking; Chapter 6 Acknowledging Emotions before Problem-Solving; Chapter 7 Deepening the Method before Facing Complexity; Chapter 8 Formalising the Agreement before Concluding; Conclusion Personalising your Theory before Practicing; BIBLIOGRAPHY.