Leverage how to get it and how to keep it in any negotiation /
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| 主要作者: | |
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| 企業作者: | |
| 格式: | 電子 電子書 |
| 語言: | 英语 |
| 出版: |
New York :
AMACOM,
c2006.
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| 主題: | |
| 在線閱讀: | An electronic book accessible through the World Wide Web; click to view |
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書本目錄:
- 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.