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Record Nr. |
UNINA9910811467903321 |
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Autore |
Lempereur Alain |
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Titolo |
The first move : a negotiator's companion / / Alain Lempereur & Aurelien Colson; edited by Michele Pekar |
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Pubbl/distr/stampa |
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Hoboken, NJ, : Wiley, 2010 |
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ISBN |
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0-470-66219-0 |
1-119-20702-9 |
1-282-48315-3 |
9786612483158 |
0-470-68887-4 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (266 p.) |
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Altri autori (Persone) |
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ColsonAurelien |
PekarMichele |
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Disciplina |
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Soggetti |
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Negotiation in business |
Negotiation |
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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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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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The First Move; Contents; ACKNOWLEDGEMENTS; Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes; Chapter 1 Questioning before Negotiating; Chapter 2 Preparing Negotiations before Performing; Chapter 3 Doing the Essential before the Obvious; Chapter 4 Optimising Joint Value before Dividing It; Chapter 5 Listening before Speaking; Chapter 6 Acknowledging Emotions before Problem-Solving; Chapter 7 Deepening the Method before Facing Complexity; Chapter 8 Formalising the Agreement before Concluding; Conclusion Personalising your Theory before Practicing; BIBLIOGRAPHY |
TO GO FURTHERES SECIRENE; Negotiators of the World; ABOUT THE AUTHORS; REFERENCES; INDEX |
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Sommario/riassunto |
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""Time management is essential for successful negotiations. This book helps you do first things first.""-Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center ""This book brings a breakthrough method to lead efficient |
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