Leverage how to get it and how to keep it in any negotiation /
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| Main Author: | |
|---|---|
| Corporate Author: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM,
c2006.
|
| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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| 008 | 050810s2006 nyua sb 001 0 eng | ||
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| 035 | |a (CaPaEBR)ebr10120164 | ||
| 035 | |a (OCoLC)228136510 | ||
| 040 | |a CaPaEBR |c CaPaEBR | ||
| 050 | 1 | 4 | |a HD58.6 |b .V648 2006eb |
| 082 | 0 | 4 | |a 658.4/052 |2 22 |
| 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 |
| 908 | |a 170314 | ||
| 942 | 0 | 0 | |c EB |
| 999 | |c 72413 |d 72413 | ||