Leverage how to get it and how to keep it in any negotiation /

Leverage how to get it and how to keep it in any negotiation /

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Bibliographic Details
Main Author: Volkema, Roger J.
Corporate Author: ebrary, Inc
Format: Electronic eBook
Language:English
Published: New York : AMACOM, c2006.
Subjects:
Negotiation in business.
Electronic books.
Online Access:An electronic book accessible through the World Wide Web; click to view
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020 |z 0814473261 
035 |a (CaPaEBR)ebr10120164 
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100 1 |a Volkema, Roger J. 
245 1 0 |a Leverage  |h [electronic resource] :  |b how to get it and how to keep it in any negotiation /  |c Roger Volkema. 
260 |a New York :  |b AMACOM,  |c c2006. 
300 |a x, 214 p. :  |b ill. 
504 |a Includes bibliographical references (p. 197) and index. 
505 0 |a Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts. 
533 |a Electronic reproduction.  |b Palo Alto, Calif. :  |c ebrary,  |d 2013.  |n Available via World Wide Web.  |n Access may be limited to ebrary affiliated libraries. 
650 0 |a Negotiation in business. 
655 7 |a Electronic books.  |2 local 
710 2 |a ebrary, Inc. 
856 4 0 |u http://site.ebrary.com/lib/daystar/Doc?id=10120164  |z An electronic book accessible through the World Wide Web; click to view 
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