 Becoming a Skilled Negotiator: Concepts and Practices
ISBN: 978-0-471-42969-2
Paperback
208 pages
September 2004
US $71.95
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Preface.
Acknowledgments.
1. Defining the Art.
2. A Versatile Frame of Mind.
3. Preparation and Planning.
4. Prioritizing Issues, setting and Revising Goals.
5. Ethical Considerations.
6. The Persuasive Opening.
7. The Persuasion Strategy Choices.
8. The Role of Power.
9. When the Discussion Gets Stalled or Heated.
10. Taking negotiation Talents Global.
Summary Remarks.
Notes.
The Author.
Index.
