Negotiation Skills in the Workplace: A Practical Handbook

 Taschenbuch
Besorgungstitel | Lieferzeit:3-5 Tage I
ISBN-13:
9780745310121
Einband:
Taschenbuch
Erscheinungsdatum:
01.11.1996
Seiten:
184
Autor:
Larry Cairns
Gewicht:
218 g
Format:
213x134x15 mm
Serie:
Pluto Handbooks
Sprache:
Englisch
Beschreibung:

Introduction Chapter 1 What are Negotiations Chapter 2 Attitudes in Negotiation Chapter 3 Resolving Intra-Group Conflict Chapter 4 Power in Negotiations Chapter 5 Planning for Negotiations: The Negotiating Team; Are we in a Negotiating Position? Chapter 6 Preparing for Negotiations: Setting Objectives - Reconciling Priorities Chapter 7 Across-the-Table Negotiations: Setting the Tone and Climate; The face-to-face Meeting; Presentation-Responses-Tactics; The Argument Stage - Achieving Fluidity; What is an Offer; Summarising; Adjournments; Deadlines Chapter 8 Closing Negotiations: The Predicament of Failure to agree Chapter 9 Editing, Ratifying and Implementing the Deal Chapter 10 Venues - Facilities - Time and Communications Chapter 11 Negotiators and the Law Chapter 12 Conclusions Appendices Acknowledgements Further reading Index
Provides invaluable advice for anyone involved in negioations and provides specific advice on all aspects, from concepts of negotiating to closing and editing the deal.

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