TY  - BOOK
AU  - Cohen, Steven P.
TI  - Negotiate your way to success: 24 steps to building agreement
T2  - McGraw-Hill Professional Education
SN  - 9780071498326 (paperba ck : alk. paper)
AV  - HD 58.6 C63N 2007
PY  - 2007///
CY  - New York, N.Y.
PB  - McGraw-Hill
KW  - NEGOTIATION IN BUSINESS
N1  - Includes index; Understand negotiation -- Focus on interests -- Use the three C<U+2019>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
ER  -