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Record Nr. |
UNINA9910450345003321 |
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Autore |
Volkema Roger J |
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Titolo |
Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2006 |
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ISBN |
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1-281-12824-4 |
9786611128241 |
0-8144-2696-4 |
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Descrizione fisica |
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Disciplina |
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Soggetti |
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Negotiation in business |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di bibliografia |
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Includes bibliographical references (p. 197) and index. |
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Nota di contenuto |
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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. |
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