La vision de Patmos / Léon Herrmann

• Record Nr.: UNISALENTO991000545889707536
• Autore: Herrmann, Léon
• Pubbl/distr/stampa: Bruxelles-Berchem : Latomus, 1965
• Descrizione fisica: 194 p. ; 25 cm.
• Collana: Collection Latomus ; 78
• Soggetti: Bibbia - Nuovo Testamento - Apocalisse Commenti
• Lingua di pubblicazione: Francese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia

Successful negotiation : effective "win-win" strategies and tactics / / Robert B. Maddux

• Record Nr.: UNINA9910971493903321
• Autore: Maddux Robert B
• Pubbl/distr/stampa: Menlo Park, Calif., : Crisp, c1995
• ISBN: 1-4175-2441-3
• Edizione: [3rd ed.]
• Descrizione fisica: 1 online resource (78 p.)
• Collana: Fifty-Minute series
• Disciplina: 658.4/052
• Soggetti: Negotiation; Negotiation in business
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Bibliographic Level Mode of Issuance: Monograph
• Nota di contenuto: TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- PREFACE -- TO THE READER -- WHAT IS NEGOTIATION? -- YOUR IDEAS -- NEGOTIATION-SOME PRACTICAL DEFINITIONS -- IDENTIFYING OPPORTUNITIES FOR NEGOTIATION -- MY REACTION TO DISAGREEMENT AND CONFLICT -- DEVELOP A WIN/WIN PHILOSOPHY OF NEGOTIATION -- THE GIVE/GET PRINCIPLE OF NEGOTIATING -- ; CHARACTERISTICS OF A SUCCESSFUL NEGOTIATOR -- THE SIX BASIC STEPS IN NEGOTIATING -- STEP1 -GETTING TO KNOW ONE ANOTHER -- STEP 2 -STATEMENT OF GOALS AND OBJECTIVES -- STEP 3 -STARTING THE PROCESS -- STEP 4 -EXPRESSIONS OF DISAGREEMENT AND CONFLICT -- STEP 5 -REASSESSMENT AND COMPROMISE -- STEP 6 -AGREEMENT IN PRINCIPLE OR SETTLEMENT -- THE SIX BASIC STEPS IN NEGOTIATING-A REVIEW -- READING REVIEW -- PLANNING AND PREPARING FOR NEGOTIATION -- 1. WHERE TO START PLANNING -- 2. WHERE TO GET INFORMATION -- 3. DEVELOP A TIME PERSPECTIVE -- 4. IDENTIFY SOURCES OF POWER -- BUYING AND SELLING -- HIGH EXPECTATIONS ARE HEALTHY -- WHY IS TONY EARNING MORE THAN JOE? -- NEGOTIATING STRATEGIES AND TACTICS -- JANE AND BILL BUY A HOUSE -- EIGHT CRITICAL MISTAKES -- ACCEPTANCE TIME AND POST NEGOTIATION REVIEW -- ACCEPTANCE TIME -- POST NEGOTIATION REVIEW -- NEGOTIATOR'S GUIDE TO PREPARATION -- READING REVIEW -- ANSWERS TO EXERCISE ON PAGE 59: -- MY PERSONAL ACTION PLAN -- VOLUNTARY CONTRACT* -- AUTHOR'S ANSWERS TO THE CASE STUDIES -- CASE 1 BUYING AND SELLING -- CASE 2 WHY IS TONY EARNING MORE THAN JOE? -- APPENDIX A MANAGING CONFLICT DURING NEGOTIATION -- CONFLICT RESOLUTION STYLES -- APPENDIX B NEGOTIATING A STARTING SALARY-AN EXAMPLE OF THE PRACTICAL APPLICATION OF NEGOTIATING PRINCIPLES -- POSSIBLE PERKS -- ISSUES FROM THE COMPANY'S PERSPECTIVE -- IDENTIFY SOURCES OF POWER.
• Sommario/riassunto: Strive to approach every negotiation with both parties' interests in mind.