Leverage: how to get it and how to keep it in any negotiation
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York
AMACOM
c2006
|
| Subjects: | |
| Online Access: | FAW01 FAW02 Volltext |
| Item Description: | Includes bibliographical references (p. 197) and index 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 |
| Physical Description: | 1 Online-Ressource (x, 214 p.) |
| ISBN: | 0814426964 9780814426968 |
Staff View
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| isbn | 0814426964 9780814426968 |
| language | English |
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| spelling | Volkema, Roger J. Verfasser aut Leverage how to get it and how to keep it in any negotiation Roger Volkema New York AMACOM c2006 1 Online-Ressource (x, 214 p.) txt rdacontent c rdamedia cr rdacarrier Includes bibliographical references (p. 197) and index 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 BUSINESS & ECONOMICS / Negotiating bisacsh Negotiation in business fast Wirtschaft Negotiation in business http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=148969 Aggregator Volltext |
| spellingShingle | Volkema, Roger J. Leverage how to get it and how to keep it in any negotiation BUSINESS & ECONOMICS / Negotiating bisacsh Negotiation in business fast Wirtschaft Negotiation in business |
| title | Leverage how to get it and how to keep it in any negotiation |
| title_auth | Leverage how to get it and how to keep it in any negotiation |
| title_exact_search | Leverage how to get it and how to keep it in any negotiation |
| title_full | Leverage how to get it and how to keep it in any negotiation Roger Volkema |
| title_fullStr | Leverage how to get it and how to keep it in any negotiation Roger Volkema |
| title_full_unstemmed | Leverage how to get it and how to keep it in any negotiation Roger Volkema |
| title_short | Leverage |
| title_sort | leverage how to get it and how to keep it in any negotiation |
| title_sub | how to get it and how to keep it in any negotiation |
| topic | BUSINESS & ECONOMICS / Negotiating bisacsh Negotiation in business fast Wirtschaft Negotiation in business |
| topic_facet | BUSINESS & ECONOMICS / Negotiating Negotiation in business Wirtschaft |
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