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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 /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Leverage/ Roger Volkema.
Reminder of title:	how to get it and how to keep it in any negotiation /
Author:	Volkema, Roger J.
Published:	New York :AMACOM, : c2006.,
Description:	x, 214 p. :ill. :
Subject:	Negotiation in business. -
Online resource:	Click to View

Leverage = how to get it and how to keep it in any negotiation /
Volkema, Roger J.

Leveragehow 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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245 1 0 $a Leverage $h [electronic resource] : $b how to get it and how to keep it in any negotiation / $c Roger Volkema.
260 $a New York : $b AMACOM, $c c2006.
300 $a x, 214 p. : $b ill.
504 $a Includes bibliographical references (p. 197) and index.
505 0 $a 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.
533 $a Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
650 0 $a Negotiation in business. $3 568408
655 4 $a Electronic books. $2 local $3 554714
710 2 $a ProQuest (Firm) $3 1133097
856 4 0 $u https://ebookcentral.proquest.com/lib/nfu/detail.action?docID=3001809 $z Click to View

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