Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema
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| Autore: |
Volkema Roger J
|
| Titolo: |
Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema
|
| Pubblicazione: | New York, : AMACOM, c2006 |
| Descrizione fisica: | x, 214 p. : ill |
| Disciplina: | 658.4/052 |
| Soggetto topico: | Negotiation in business |
| Soggetto genere / forma: | Electronic books. |
| Note generali: | Title from title screen. |
| Nota di bibliografia: | Includes bibliographical references (p. 197) and index. |
| Nota di contenuto: | 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. |
| Titolo autorizzato: | Leverage |
| ISBN: | 1-281-12824-4 |
| 9786611128241 | |
| 0-8144-2696-4 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910450345003321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |