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[null,"1.","Record Nr.",null,"UNINA9910154760703321"]
[null,null,"Autore",null,"Horton Simon"]
[null,null,"Titolo",null,"The leader's guide to negotiation : how to use soft skills to get hard results / / Simon Horton"]
[null,null,"Pubbl/distr/stampa",null,"Harlow, England : , : Pearson Education Limited, , [2016]"]
[{"$nulls":4},"Â©2016"]
[null,null,"ISBN",null,"1-292-11282-4"]
[null,null,"Edizione",null,"[First edition.]"]
[null,null,"Descrizione fisica",null,"1 online resource (1 volume) : illustrations"]
[null,null,"Collana",null,"Financial Times"]
[null,null,"Disciplina",null,"658.4052"]
[null,null,"Soggetti",null,"Leadership"]
[{"$nulls":4},"Negotiation in business"]
[{"$nulls":4},"Negotiation"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Bibliographic Level Mode of Issuance: Monograph"]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"Cover -- Half Title Page -- Title Page -- Copyright Page -- Contents -- About the author -- Foreword -- part 1 Introduction -- 1 Negotiation fundamentals -- 2 The strong win-win principles -- part 2 Prepare! -- 3 Your win -- 4 Their win -- 5 Multi-party negotiations -- 6 Preparing yourself -- 7 Develop your Plan B -- part 3 Negotiation psychology -- 8 Rapport -- 9 Credibility -- 10 Rapport vs credibility -- 11 Increasing your power -- 12 Turn them into a win-win fanatic -- 13 Channel their self-interest -- 14 Dealing with difficult people -- part 4 Solving the problem -- 15 Problem-solving -- 16 Communication -- 17 Deadlock -- 18 Concessions -- 19 Dealing with dirty tricks -- part 5 Trust -- 20 Seek to trust -- 21 How to tell if you can trust them -- 22 Increase their trustworthi-ness -- 23 What to do if you really cannot trust them at all -- Afterword -- Further reading -- Index."]
[null,null,null,"Sommario/riassunto","PLAY ON YOUR TERMS     Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that's asking for a raise, pitching an idea or deciding who gets the coffee.      The Leader's Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations.      'An entertaining, immediately useful book that goes beyond advocating for win-win - Simon Horton shows us how to get there.'  Adam Grant, "]
[{"$nulls":4},"Wharton Professor and New York Times bestselling author of Give and Take      'Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.'  Simon Woodroffe, founder of Yo!."]