Negotiating skills for managers / Steven P. Cohen.
Material type:
TextSeries: Briefcase Books | A briefcase bookPublication details: New York : McGraw-Hill, 2002Description: xv, 200 pISBN: - 0071387579
- HD 58.6 C63N 2002
| Item type | Current library | Collection | Shelving location | Call number | Status | Barcode | |
|---|---|---|---|---|---|---|---|
General Book
|
SPU Library, Bangkok (Main Campus) | General Books (ENGLISH) | Floor 6: General Shelves (ENGLISH): H, J | HD 58.6 C63N 2002 (Browse shelf(Opens below)) | Available | F055937 |
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
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