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Record Nr. |
UNISA996213077203316 |
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Autore |
Irwin David |
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Titolo |
Negotiate to Succeed [[electronic resource]] |
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Pubbl/distr/stampa |
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London, : Thorogood Publishing, 2000 |
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ISBN |
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1-280-23354-0 |
9786610233540 |
1-4237-1787-2 |
1-85418-562-4 |
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Descrizione fisica |
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1 online resource (184 p.) |
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Disciplina |
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Soggetti |
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Negotiation in business |
Success in business |
Management |
Business & Economics |
Management Styles & 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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Description based upon print version of record. |
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Nota di contenuto |
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Contents; Introduction: Successful negotiation; ONE Useful skills for the negotiator; TWO Approaches to negotiation; THREE Creative bargaining; FOUR Dealing with pressure; FIVE Relational influence and power; SIX Negotiating with integrity; SEVEN Negotiating globally; EIGHT Using an advocate; NINE Dealing with conflict; TEN Assertiveness skills; ELEVEN Tendering for contracts; TWELVE Staff relations; THIRTEEN Industrial tribunals; FOURTEEN Getting payment from your customers; FIFTEEN Further reading; SIXTEEN Useful addresses; Index |
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Sommario/riassunto |
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Modern business relies on the ability to reach mutually beneficial agreements. This text provides accessible, practical guidance and techniques for negotiating, including useful skills for the negotiator, dealing with ""people issues"", and negotiation in practice. |
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