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Record Nr. |
UNINA9910679793003321 |
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Autore |
Harvey Bob <1944 Feb. 21-> |
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Titolo |
Tork & Grunt's guide to effective negotiations : mammoth strategies / / Bob Harvey |
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Pubbl/distr/stampa |
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London, : Marshall Cavendish Business, 2008 |
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ISBN |
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981-4312-37-1 |
0-462-09390-5 |
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Descrizione fisica |
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1 online resource (209 p.) |
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Disciplina |
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Soggetti |
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Negotiation in business |
Business communication |
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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. |
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Nota di contenuto |
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Cover -- Contents -- Introduction -- Part One - Background to negotiation -- 1. Fundamentals of negotiation -- 2. Who is this person? -- 3. What's this all about? -- Part Two - Preparation for negotiation -- 4. Knowing what you want -- 5. Establishing what the other side wants -- 6. Information and opportunities -- 7. Establishing a measurable way of judging the outcome -- 8. Knowing and believing your Walk-Away Option -- Part Three - Doing the deal -- 9. Playing games and handling gamesmanship -- 10. Handling personalities and working as a team -- 11. Strategies, tactics and handling foul play -- PART FOUR Summarizing the process -- 12. Tork and Grunt pass it on -- Acknowledgements -- About the author. |
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