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The Negotiation Tool Kit : How To Get Exactly What You Want In Any Business Or Personal Situation
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ISBN
:
9788120335554
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Publisher
:
Phi Learning
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Subject
:
Business & Management
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Binding
:
Paperback
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Pages
:
224
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Year
:
2008
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195.0
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Description
“Great book ! The Negotiation Toolkit is a benchmark for practical negotiation skills. It teaches how to win the battles of everyday living.” PETER K. TRZYNA patent attorney With this book learn a fresh new approach to mastering the arts of bargaining and negotiation. Unlike others, this book provides hands-on workbook that integrates questions and answers, self-assessments, mini-surveys, feedback measures and action challenges to help readers build personal confidence and negotiating prowess. Further learn : The “golden rule” of negotiation Three fundamental question of negotiation When not to negotiate Eight behaviors of star negotiators and much more Suitable for novices as well as seasoned negotiators. Table of Contents Acknowledgments. Introduction. Understanding Negotiation. The Golden Rule of Negotiation. Three Fundamental Questions of Negotiation. The Art of Discovery. Behaviors of Successful Negotiators. Measuring Your Progress: The Valero Wine Continental Glass Negotiation. Negotiation Styles. Risky Business. Eight Common Tactics and Their Countermeasures. More Tactics and Countermeasures. Measuring Your Skill with Counter measures: A Salary Negotiation. Dealing with Tough Negotiators. Written Agreements. Cross-Cultural Negotiations. Negotiation and Ethics. Measuring Your Progress Again: The Logan Telecommunications RJW Properties Negotiation. Negotiating for the Unnatural Negotiator. Personal Action Plan. Epilogue. Appendices A: Continental Glass (Confidential Facts). B: Sales Manager, Carson Enterprises (Confidential Facts). C: RJW Properties, Inc. (Confidential Facts). Resources. Index.
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