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100   $a20081009d2008      uy         0
101 0 $aeng
135   $aurcn|||||||||
181   $ctxt
182   $cc
183   $acr
200 10$aTork & Grunt's guide to effective negotiations $emammoth strategies /$fBob Harvey
210   $aLondon $cMarshall Cavendish Business$d2008
215   $a1 online resource (209 p.) 
300   $aBibliographic Level Mode of Issuance: Monograph
311   $a0-462-09923-7 
320   $aIncludes bibliographical references.
327   $aCover -- 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.
606   $aNegotiation in business
606   $aBusiness communication
615  0$aNegotiation in business.
615  0$aBusiness communication.
676   $a658.4052
700   $aHarvey$b Bob$f1944 Feb. 21-$0872151
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910679793003321
996   $aTork & Grunt's guide to effective negotiations$91947124
997   $aUNINA