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Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema
| Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema |
| Autore | Volkema Roger J |
| Pubbl/distr/stampa | New York, : AMACOM, c2006 |
| Descrizione fisica | x, 214 p. : ill |
| Disciplina | 658.4/052 |
| Soggetto topico | Negotiation in business |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-12824-4
9786611128241 0-8144-2696-4 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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. |
| Record Nr. | UNINA-9910450345003321 |
Volkema Roger J
|
||
| New York, : AMACOM, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema
| Leverage [[electronic resource] ] : how to get it and how to keep it in any negotiation / / Roger Volkema |
| Autore | Volkema Roger J |
| Pubbl/distr/stampa | New York, : AMACOM, c2006 |
| Descrizione fisica | x, 214 p. : ill |
| Disciplina | 658.4/052 |
| Soggetto topico | Negotiation in business |
| ISBN |
1-281-12824-4
9786611128241 0-8144-2696-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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. |
| Record Nr. | UNINA-9910783444303321 |
|
Volkema Roger J
|
||
| New York, : AMACOM, c2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||