02350nam 2200553Ia 450 991067979300332120240515191949.0981-4312-37-10-462-09390-5(CKB)1000000000724601(OCoLC)694144743(CaPaEBR)ebrary10424315(SSID)ssj0000332414(PQKBManifestationID)11297051(PQKBTitleCode)TC0000332414(PQKBWorkID)10333315(PQKB)10019284(MiAaPQ)EBC3017152(Au-PeEL)EBL3017152(CaPaEBR)ebr10424315(OCoLC)923651218(PPN)170245225(EXLCZ)99100000000072460120081009d2008 uy 0engurcn|||||||||txtccrTork & Grunt's guide to effective negotiations mammoth strategies /Bob HarveyLondon Marshall Cavendish Business20081 online resource (209 p.) Bibliographic Level Mode of Issuance: Monograph0-462-09923-7 Includes bibliographical references.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.Negotiation in businessBusiness communicationNegotiation in business.Business communication.658.4052Harvey Bob1944 Feb. 21-872151MiAaPQMiAaPQMiAaPQBOOK9910679793003321Tork & Grunt's guide to effective negotiations1947124UNINA