LEADER 04132nam 2200961 a 450 001 9910461504303321 005 20110825123718.0 010 $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(MiAaPQ)EBC876625 035 $a(Au-PeEL)EBL876625 035 $a(CaPaEBR)ebr10489098 035 $a(CaONFJC)MIL824736 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 $aReveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully. 410 0$aHuman resource management and organizational behavior collection,$x1946-5645. 606 $aNegotiation 608 $aElectronic books. 610 $anegotiation 610 $amargin 610 $apurchasing 610 $abuyers 610 $asellers 610 $asales 610 $aprice 610 $amarket 610 $aconcessions 610 $atarget price 610 $acustomer 610 $asupplier 610 $aoffer 610 $abalance of power 610 $ainfluence 610 $adeadline 610 $arisk 610 $abid 610 $ademand 610 $arequest 610 $aopponent 610 $adefend 610 $anegotiation skills 610 $abluff 610 $anegotiation strategy 610 $anegotiation tricks 610 $anegotiation tactics 610 $atender 610 $arequest for proposal 615 0$aNegotiation. 676 $a302.3 700 $aKorda$b Philippe$0944776 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910461504303321 996 $aThe five golden rules of negotiation$92132749 997 $aUNINA