LEADER 00823nam0-2200277 --450 001 9910314858203321 005 20190412123305.0 010 $a88-387-9439-1 100 $a20190412d1990----kmuy0itay5050 ba 101 0 $aita 102 $aIT 105 $a 001yy 200 1 $aElementi di arredo urbano$eintroduzione alla lettura e al rilievo dei centri storici$fMarcello Balzani, Marco Bini 205 $a2. rist. 210 $aRimini$cMaggioli$d1990 215 $a175 p.$cill.$d22 cm 676 $a717$v21 700 1$aBalzani,$bMarcello$f<1962- >$011216 701 1$aBini,$bMarco$f<1943- >$011271 801 0$aIT$bUNINA$gREICAT$2UNIMARC 901 $aBK 912 $a9910314858203321 952 $aC 1302 CAN$b1169/283$fDARPU 959 $aDARPU 996 $aElementi di arredo urbano$91549652 997 $aUNINA LEADER 04139nam 2200961 a 450 001 9910790470203321 005 20221206175407.0 010 $a1-78268-108-6 010 $a1-60649-307-8 024 7 $a10.4128/9781606493076 035 $a(CKB)2670000000146938 035 $a(CaPaEBR)ebrary10489098 035 $a(SSID)ssj0000621195 035 $a(PQKBManifestationID)11388539 035 $a(PQKBTitleCode)TC0000621195 035 $a(PQKBWorkID)10613657 035 $a(PQKB)11343335 035 $a(OCoLC)755884943 035 $a(CaBNVSL)gtp00549342 035 $a(Au-PeEL)EBL876625 035 $a(CaPaEBR)ebr10489098 035 $a(CaONFJC)MIL824736 035 $a(CaSebORM)9781606493069 035 $a(MiAaPQ)EBC876625 035 $a(EXLCZ)992670000000146938 071 53$a2$bBEP 100 $a20110824d2011 fy 0 101 0 $aeng 135 $aurcn||||m|||a 181 $ctxt 182 $cc 183 $acr 200 14$aThe five golden rules of negotiation$b[electronic resource] /$fPhilippe Korda 205 $a1st ed. 210 $a[New York, N.Y.] (222 East 46th Street, New York, NY 10017) $cBusiness Expert Press$d2011 215 $a1 online resource (223 p.) 225 1 $aHuman resource management and organizational behavior collection,$x1946-5645 300 $aBibliographic Level Mode of Issuance: Monograph 311 $a1-60649-306-X 320 $aIncludes bibliographical references (p. [197]) and index. 327 $aForeword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice -- Notes -- Index. 330 3 $aReveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. 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