02257nam 22005414a 450 991045034500332120200520144314.01-281-12824-497866111282410-8144-2696-4(CKB)1000000000241996(CtWfDGI)bkb00003068(SSID)ssj0000191632(PQKBManifestationID)11156827(PQKBTitleCode)TC0000191632(PQKBWorkID)10186364(PQKB)10437149(MiAaPQ)EBC3001809(Au-PeEL)EBL3001809(CaPaEBR)ebr10120164(CaONFJC)MIL112824(OCoLC)70261721(EXLCZ)99100000000024199620050810d2006 uy 0engurzn||||||txtccrLeverage[electronic resource] how to get it and how to keep it in any negotiation /Roger VolkemaNew York AMACOMc2006x, 214 p. illTitle from title screen.0-8144-7326-1 Includes bibliographical references (p. 197) and index.Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts.Negotiation in businessElectronic books.Negotiation in business.658.4/052Volkema Roger J958374MiAaPQMiAaPQMiAaPQBOOK9910450345003321Leverage2171322UNINA