Negotiating skills for managers /
Cohen, Steven, 1953-
Negotiating skills for managers / Steven P. Cohen. - New York : McGraw-Hill, 2002 - xv, 200 p - Briefcase Books A briefcase book .
Includes index.
Competitive versus collaboratve decision making--BATNA-Choosing whether to walk away--Are we ready ? inoculation protects the parties--Preparation part one : stakeholders, constituents, and interests--Preparation part two : developing a strategy using the interest map--Communication : key to effective negotiating--Emotions : dealing with ourselves and others--Dealing with annoyance and leveling the playing field--Globalism starts at home : cross cultural issues--Creativity and bargaining chips--The negotiation process--The seven pillars of negotiational wisdom
0071387579 632 Bht
NEGOTIATION IN BUSINESS.
HD 58.6 / C63N 2002
Negotiating skills for managers / Steven P. Cohen. - New York : McGraw-Hill, 2002 - xv, 200 p - Briefcase Books A briefcase book .
Includes index.
Competitive versus collaboratve decision making--BATNA-Choosing whether to walk away--Are we ready ? inoculation protects the parties--Preparation part one : stakeholders, constituents, and interests--Preparation part two : developing a strategy using the interest map--Communication : key to effective negotiating--Emotions : dealing with ourselves and others--Dealing with annoyance and leveling the playing field--Globalism starts at home : cross cultural issues--Creativity and bargaining chips--The negotiation process--The seven pillars of negotiational wisdom
0071387579 632 Bht
NEGOTIATION IN BUSINESS.
HD 58.6 / C63N 2002