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.

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Billings-Yun, Melanie
Format: Electronic eBook
Language:Inglés
Published: San Francisco : Jossey-Bass, ©2010.
Edition:1st ed.
Subjects:
Negotiation in business.
Deals.
Success in business.
Négociations (Affaires)
Marchés (Négociations)
Succès dans les affaires.
BUSINESS & ECONOMICS > Negotiating.
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • 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!

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