Negotiate your way to success : 24 steps to building agreement /
Cohen, Steven P.
Negotiate your way to success : 24 steps to building agreement / Steven P. Cohen. - New York : McGraw-Hill, c2007. - ix, 48 p. ; 23 cm. - McGraw-Hill professional education . - McGraw-Hill professional education. .
Includes bibliographical references and index.
Understand negotiation -- Focus on interests -- Use the three C's -- Know whether to leave -- Inoculate yourself -- Get information -- Prepare for the process -- Know why to prepare -- Work with your team -- Map interests -- Ask and listen -- React strategically -- Plan for emotions -- Keep it productive -- Know how to start -- Work with differences -- Negotiate on value -- Show respect -- Think creatively -- Develop the agenda -- Bargain "if ... then ..." -- Build commitment -- Negotiate smart -- Build with seven pillars.
9780071498326 (paperba ck : alk. paper) 007149832X (alk. paper)
2007013937
GBA765904 bnb
013823393 Uk
Negotiation in business.
HD58.6 / .C627 2007
Negotiate your way to success : 24 steps to building agreement / Steven P. Cohen. - New York : McGraw-Hill, c2007. - ix, 48 p. ; 23 cm. - McGraw-Hill professional education . - McGraw-Hill professional education. .
Includes bibliographical references and index.
Understand negotiation -- Focus on interests -- Use the three C's -- Know whether to leave -- Inoculate yourself -- Get information -- Prepare for the process -- Know why to prepare -- Work with your team -- Map interests -- Ask and listen -- React strategically -- Plan for emotions -- Keep it productive -- Know how to start -- Work with differences -- Negotiate on value -- Show respect -- Think creatively -- Develop the agenda -- Bargain "if ... then ..." -- Build commitment -- Negotiate smart -- Build with seven pillars.
9780071498326 (paperba ck : alk. paper) 007149832X (alk. paper)
2007013937
GBA765904 bnb
013823393 Uk
Negotiation in business.
HD58.6 / .C627 2007