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|Genre/Form:||Handbooks, manuals, etc|
|Material Type:||Internet resource|
|Document Type:||Book, Internet Resource|
|All Authors / Contributors:||
Matthew P Guasco; Peter R Robinson
|Description:||xiv, 203 p. : ill. ; 23 cm. + 1 CD-ROM (4 3/4 in.)|
|Contents:||Getting started: what every negotiator should know before the negotiation begins --
Competitive negotiating: claiming value in the dance --
Cooperative negotiation: creating value by bargaining for mutual gain --
Dealing with difficult negotiation situations --
Putting theory into practice: strategic negotiating in action --
Ethics in negotiation: to be or not to be? --
Common problems in negotiating and recommended solutions --
Driving to your destination --
|Series Title:||Entrepreneur magazine's legal guide.|
|Responsibility:||Matthew P. Guasco and Peter R. Robinson.|
"Mediators and educators present a guide to negotiating better deals. Strategies and tactics developed through research in communication theory game theory and psychology help you negotiate better business deals and improve communication with customers, suppliers and competitors. Guidance on conflict resolution allows you to settle disputes before they escalate into costly lawsuits. Stories and examples pulled from situations you may face on a daily basis illustrate key points and demonstrate good and bad negotiation techniques."--BOOK JACKET.
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