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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Table of Contents:
  • 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.

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