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.
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| Subjects: | |
| 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.