The first move [[electronic resource] ] : a negotiator's companion / / Alain Lempereur & Aurelien Colson; edited by Michele Pekar
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| Autore: |
Lempereur Alain
|
| Titolo: |
The first move [[electronic resource] ] : a negotiator's companion / / Alain Lempereur & Aurelien Colson; edited by Michele Pekar
|
| Pubblicazione: | Hoboken, NJ, : Wiley, 2010 |
| Descrizione fisica: | 1 online resource (266 p.) |
| Disciplina: | 658.4052 |
| Soggetto topico: | Negotiation in business |
| Negotiation | |
| Altri autori: |
ColsonAurélien
PekarMichele
|
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | The First Move; Contents; ACKNOWLEDGEMENTS; Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes; Chapter 1 Questioning before Negotiating; Chapter 2 Preparing Negotiations before Performing; Chapter 3 Doing the Essential before the Obvious; Chapter 4 Optimising Joint Value before Dividing It; Chapter 5 Listening before Speaking; Chapter 6 Acknowledging Emotions before Problem-Solving; Chapter 7 Deepening the Method before Facing Complexity; Chapter 8 Formalising the Agreement before Concluding; Conclusion Personalising your Theory before Practicing; BIBLIOGRAPHY |
| TO GO FURTHERES SECIRENE; Negotiators of the World; ABOUT THE AUTHORS; REFERENCES; INDEX | |
| Sommario/riassunto: | ""Time management is essential for successful negotiations. This book helps you do first things first.""-Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center ""This book brings a breakthrough method to lead efficient negotiations.""-Yann Duzert, Professor, Foundation Getulio Vargas, Brazil ""Even if you only implement 5% of this method, your clients will find you more attentive to their needs.""-John Wong, Senior Partner, The Bost |
| Titolo autorizzato: | The first move |
| ISBN: | 0-470-66219-0 |
| 1-119-20702-9 | |
| 1-282-48315-3 | |
| 9786612483158 | |
| 0-470-68887-4 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910139498003321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |