LEADER 02257nam  22005414a 450 
001 9910450345003321
005 20200520144314.0
010   $a1-281-12824-4
010   $a9786611128241
010   $a0-8144-2696-4
035   $a(CKB)1000000000241996
035   $a(CtWfDGI)bkb00003068
035   $a(SSID)ssj0000191632
035   $a(PQKBManifestationID)11156827
035   $a(PQKBTitleCode)TC0000191632
035   $a(PQKBWorkID)10186364
035   $a(PQKB)10437149
035   $a(MiAaPQ)EBC3001809
035   $a(Au-PeEL)EBL3001809
035   $a(CaPaEBR)ebr10120164
035   $a(CaONFJC)MIL112824
035   $a(OCoLC)70261721
035   $a(EXLCZ)991000000000241996
100   $a20050810d2006      uy             0
101 0 $aeng
135   $aurzn||||||
181   $ctxt
182   $cc
183   $acr
200 10$aLeverage$b[electronic resource] $ehow to get it and how to keep it in any negotiation /$fRoger Volkema
210   $aNew York $cAMACOM$dc2006
215   $ax, 214 p. $cill
300   $aTitle from title screen.
311   $a0-8144-7326-1 
320   $aIncludes bibliographical references (p. 197) and index.
327   $aIntroduction -- 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.
606   $aNegotiation in business
608   $aElectronic books.
615  0$aNegotiation in business.
676   $a658.4/052
700   $aVolkema$b Roger J$0958374
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910450345003321
996   $aLeverage$92171322
997   $aUNINA