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1644442 Lewicki, Roy J.; Hiam, Alexander:
Mastering Business Negotiation
 A Working Guide to Making Deals and Resolving Conflict
 Preis:   € 21,90

Einband: Gb
Auflage: 1. Auflage
Verlag: John Wiley & Sons
Erscheinungsdatum: 2006
Seiten: 320 S.

ISBN-10: 0-7879-8099-4   
ISBN-13: 978-0-7879-8099-3

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Beschreibung
Your Working Guide to Business Negotiation
Roy Lewicki--an international authority on business negotiation--with partner Alex Hiam offers this book as a "working guide" for quick study and preparation before any negotiation in any kind of business. With clear guidance and real-world examples, the authors walk the reader through every negotiating pitfall and opportunity. Not an academic work, but a how-to guide with plenty of tools and checklists for the negotiation process, this easy-to-use book includes new research, updated examples, and advice on electronic negotiation via e-mail. Any reader can become a master of negotiation by carefully following the authors' suggestions. This volume also includes a new self-assessment tool and additional helpful appendices.
Praise for Mastering Business Negotiation
"I recommend this book for anyone involved in business negotiations or in taking a leadership role in their workplace. It covers a great many important skills in an intelligent and helpful manner."
--Quint Studer, author, Hardwiring Excellence and Results That Last
"Negotiation is one of the most important parts of business, yet it is one we sometimes pay the least attention to. The book is a must-read for any business person who wants to take their business to the next level."
--Celia Rocks, author, Brilliance Marketing Management; president, Rocks-DeHart Public Relations
Inhalt
1. The Negotiation Imperative.
2. The Flexibility of the Master Negotiator.
3. Getting Ready to Negotiate.
4. The Art of the Master Competitor.
5. Executing a Competitive Negotiation
6. Mastering the Art of Collaboration.
7. Mastering the Art of Compromise.
8. Mastering Accommodation and.
9. Three (or More) Is a Crowd.
10. Mastering the Framing Process in Negotiation.
11. Mastering the Power and Influence Process.
12. Mastering Personal Negotiations.
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