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[null,"1.","Record Nr.",null,"UNINA9910450345003321"]
[null,null,"Autore",null,"Volkema Roger J"]
[null,null,"Titolo",null,"Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema"]
[null,null,"Pubbl/distr/stampa",null,"New York, : AMACOM, c2006"]
[null,null,"ISBN",null,"1-281-12824-4"]
[{"$nulls":4},"9786611128241"]
[{"$nulls":4},"0-8144-2696-4"]
[null,null,"Descrizione fisica",null,"x, 214 p. : ill"]
[null,null,"Disciplina",null,"658.4/052"]
[null,null,"Soggetti",null,"Negotiation in business"]
[{"$nulls":4},"Electronic books."]
[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","Title from title screen."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references (p. 197) and index."]
[null,null,"Nota di contenuto",null,"Introduction -- 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."]