Negotiate your way to success : 24 steps to building agreement
Cohen, Steven P.
Negotiate your way to success : 24 steps to building agreement - New York, N.Y. : McGraw-Hill, 2007 - ix,48 p. ; 23 cm. - McGraw-Hill Professional Education .
Includes index
Understand negotiation -- Focus on interests -- Use the three Cs -- 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) 368 bht 007149832X (alk. paper)
NEGOTIATION IN BUSINESS
HD 58.6 / C63N 2007
Negotiate your way to success : 24 steps to building agreement - New York, N.Y. : McGraw-Hill, 2007 - ix,48 p. ; 23 cm. - McGraw-Hill Professional Education .
Includes index
Understand negotiation -- Focus on interests -- Use the three C
9780071498326 (paperba ck : alk. paper) 368 bht 007149832X (alk. paper)
NEGOTIATION IN BUSINESS
HD 58.6 / C63N 2007