Leverage how to get it and how to keep it in any negotiation /
Enregistré dans:
| Auteur principal: | |
|---|---|
| Collectivité auteur: | |
| Format: | Électronique eBook |
| Langue: | anglais |
| Publié: |
New York :
AMACOM,
c2006.
|
| Sujets: | |
| Accès en ligne: | An electronic book accessible through the World Wide Web; click to view |
| Tags: |
Ajouter un tag
Pas de tags, Soyez le premier à ajouter un tag!
|
Table des matières:
- 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.