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Record Nr. |
UNINA9910461504303321 |
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Autore |
Korda Philippe |
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Titolo |
The five golden rules of negotiation [[electronic resource] /] / Philippe Korda |
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Pubbl/distr/stampa |
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[New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 |
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ISBN |
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1-78268-108-6 |
1-60649-307-8 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (223 p.) |
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Collana |
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Human resource management and organizational behavior collection, , 1946-5645 |
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Disciplina |
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Soggetti |
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Negotiation |
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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Bibliographic Level Mode of Issuance: Monograph |
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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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Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice -- Notes -- Index. |
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Sommario/riassunto |
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Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their |
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