Tork & Grunt's guide to effective negotiations : mammoth strategies / / Bob Harvey
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| Autore: |
Harvey Bob <1944 Feb. 21->
|
| Titolo: |
Tork & Grunt's guide to effective negotiations : mammoth strategies / / Bob Harvey
|
| Pubblicazione: | London, : Marshall Cavendish Business, 2008 |
| Descrizione fisica: | 1 online resource (209 p.) |
| Disciplina: | 658.4052 |
| Soggetto topico: | Negotiation in business |
| Business communication | |
| Note generali: | Bibliographic Level Mode of Issuance: Monograph |
| Nota di bibliografia: | Includes bibliographical references. |
| Nota di contenuto: | Cover -- 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. |
| Titolo autorizzato: | Tork & Grunt's guide to effective negotiations |
| ISBN: | 981-4312-37-1 |
| 0-462-09390-5 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910679793003321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |