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Negotiating for success : essential strategies and skills / George Siedel

By: Material type: TextTextPublication details: [London]: Van Rye Publishing, 2014Description: xiv, 146 pages : illustrations ; 22 cmISBN:
  • 0990367193
Subject(s): DDC classification:
  • 658.44 SIE
Contents:
I. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions -- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps -- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value -- IV. Complete your end game : Perform and evaluate your agreement -- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style.
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Holdings
Item type Current library Home library Call number Copy number Status Date due Barcode Item holds
Book Mzumbe University Main Campus Library Mzumbe University Main Campus Library 303.44 SIE (Browse shelf(Opens below)) 1 Available 0080623
Book Mzumbe University Main Campus Library Mzumbe University Main Campus Library 303.44 SIE (Browse shelf(Opens below)) 2 Available 0080624
Book Mzumbe University Main Campus Library Mzumbe University Main Campus Library 303.44 SIE (Browse shelf(Opens below)) 3 Available 0080625
Total holds: 0

I. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions -- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps -- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value -- IV. Complete your end game : Perform and evaluate your agreement -- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style.

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