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Leverage = how to get it and how to ...
~
Volkema, Roger J.
Leverage = how to get it and how to keep it in any negotiation /
紀錄類型:
書目-語言資料,印刷品 : Monograph/item
正題名/作者:
Leverage/ Roger Volkema.
其他題名:
how to get it and how to keep it in any negotiation /
作者:
Volkema, Roger J.
出版者:
New York :AMACOM, : c2006.,
面頁冊數:
x, 214 p. :ill. :
標題:
Negotiation in business. -
電子資源:
Click to View
Leverage = how to get it and how to keep it in any negotiation /
Volkema, Roger J.
Leverage
how to get it and how to keep it in any negotiation /[electronic resource] :Roger Volkema. - New York :AMACOM,c2006. - x, 214 p. :ill.
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.
Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
Subjects--Topical Terms:
568408
Negotiation in business.
Index Terms--Genre/Form:
554714
Electronic books.
LC Class. No.: HD58.6 / .V648 2006
Dewey Class. No.: 658.4/052
Leverage = how to get it and how to keep it in any negotiation /
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how to get it and how to keep it in any negotiation /
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Roger Volkema.
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Includes bibliographical references (p. 197) and index.
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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.
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Negotiation in business.
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Click to View
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