 Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict
ISBN: 978-0-7879-8099-3
Hardcover
320 pages
July 2006, Jossey-Bass
US $24.95
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Preface.
1 The Negotiation Imperative.
2 The Flexibility of the Master Negotiator.
3 Getting Ready to Negotiate.
4 The Art of the Master Competitor.
5 Executing a Competitive Negotiation.
6 Mastering the Art of Collaboration.
7 Mastering the Art of Compromise.
8 Mastering Accommodation and Avoidance Strategies.
9 Three (or More) Is a Crowd: Mastering Multiparty Negotiations.
10 Mastering the Framing Process in Negotiation.
11 Mastering the Power and Influence Process.
12 Mastering Personal Negotiations.
The Authors.
Index..
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