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[null,"1.","Record Nr.",null,"UNINA9910971493903321"]
[null,null,"Autore",null,"Maddux Robert B"]
[null,null,"Titolo",null,"Successful negotiation : effective \"win-win\" strategies and tactics / / Robert B. Maddux"]
[null,null,"Pubbl/distr/stampa",null,"Menlo Park, Calif., : Crisp, c1995"]
[null,null,"ISBN",null,"1-4175-2441-3"]
[null,null,"Edizione",null,"[3rd ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (78 p.)"]
[null,null,"Collana",null,"Fifty-Minute series"]
[null,null,"Disciplina",null,"658.4/052"]
[null,null,"Soggetti",null,"Negotiation"]
[{"$nulls":4},"Negotiation in business"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Bibliographic Level Mode of Issuance: Monograph"]
[null,null,"Nota di contenuto",null,"TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- PREFACE -- TO THE READER -- WHAT IS NEGOTIATION? -- YOUR IDEAS -- NEGOTIATION-SOME PRACTICAL DEFINITIONS -- IDENTIFYING OPPORTUNITIES FOR NEGOTIATION -- MY REACTION TO DISAGREEMENT AND CONFLICT -- DEVELOP A WIN/WIN PHILOSOPHY OF NEGOTIATION -- THE GIVE/GET PRINCIPLE OF NEGOTIATING -- CHARACTERISTICS OF A SUCCESSFUL NEGOTIATOR -- THE SIX BASIC STEPS IN NEGOTIATING -- STEP1 -GETTING TO KNOW ONE ANOTHER -- STEP 2 -STATEMENT OF GOALS AND OBJECTIVES -- STEP 3 -STARTING THE PROCESS -- STEP 4 -EXPRESSIONS OF DISAGREEMENT AND CONFLICT -- STEP 5 -REASSESSMENT AND COMPROMISE -- STEP 6 -AGREEMENT IN PRINCIPLE OR SETTLEMENT -- THE SIX BASIC STEPS IN NEGOTIATING-A REVIEW -- READING REVIEW -- PLANNING AND PREPARING FOR NEGOTIATION -- 1. WHERE TO START PLANNING -- 2. WHERE TO GET INFORMATION -- 3. DEVELOP A TIME PERSPECTIVE -- 4. IDENTIFY SOURCES OF POWER -- BUYING AND SELLING -- HIGH EXPECTATIONS ARE HEALTHY -- WHY IS TONY EARNING MORE THAN JOE? -- NEGOTIATING STRATEGIES AND TACTICS -- JANE AND BILL BUY A HOUSE -- EIGHT CRITICAL MISTAKES -- ACCEPTANCE TIME AND POST NEGOTIATION REVIEW -- ACCEPTANCE TIME -- POST NEGOTIATION REVIEW -- NEGOTIATOR'S GUIDE TO PREPARATION -- READING REVIEW -- ANSWERS TO EXERCISE ON PAGE 59: -- MY PERSONAL ACTION PLAN -- VOLUNTARY CONTRACT* -- AUTHOR'S ANSWERS TO THE CASE STUDIES -- CASE 1 BUYING AND SELLING -- CASE 2 WHY IS TONY EARNING MORE THAN JOE? -- APPENDIX A MANAGING CONFLICT DURING NEGOTIATION -- CONFLICT "]
[{"$nulls":4},"RESOLUTION STYLES -- APPENDIX B NEGOTIATING A STARTING SALARY-AN EXAMPLE OF THE PRACTICAL APPLICATION OF NEGOTIATING PRINCIPLES -- POSSIBLE PERKS -- ISSUES FROM THE COMPANY'S PERSPECTIVE -- IDENTIFY SOURCES OF POWER."]
[null,null,null,"Sommario/riassunto","Strive to approach every negotiation with both parties' interests in mind."]