03118nam 2200673Ia 450 991081146790332120200520144314.00-470-66219-01-119-20702-91-282-48315-397866124831580-470-68887-4(CKB)2550000000006574(EBL)480442(OCoLC)593272280(SSID)ssj0000337717(PQKBManifestationID)11248822(PQKBTitleCode)TC0000337717(PQKBWorkID)10289379(PQKB)10072913(MiAaPQ)EBC480442(Au-PeEL)EBL480442(CaPaEBR)ebr10361257(CaONFJC)MIL248315(PPN)195122704(OCoLC)849892639(FINmELB)ELB179003(EXLCZ)99255000000000657420091015d2010 uy 0engurcn|||||||||txtccrThe first move a negotiator's companion /Alain Lempereur & Aurelien Colson; edited by Michele Pekar1st ed.Hoboken, NJ Wiley20101 online resource (266 p.)Description based upon print version of record.0-470-75008-1 Includes bibliographical references and index.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; BIBLIOGRAPHYTO GO FURTHERES SECIRENE; Negotiators of the World; ABOUT THE AUTHORS; REFERENCES; INDEX""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 negotiations.""-Yann Duzert, Professor, Foundation Getulio Vargas, Brazil ""Even if you only implement 5% of this method, your clients will find you more attentive to their needs.""-John Wong, Senior Partner, The BostNegotiation in businessNegotiationNegotiation in business.Negotiation.658.4052Lempereur Alain1598649Colson Aurelien492987Pekar Michele1598650MiAaPQMiAaPQMiAaPQBOOK9910811467903321The first move3921010UNINA