عنوان

Negotiating skills for managers /

(Number (ISBN

0071415459

(Number (ISBN

1280300159

(Number (ISBN

6610300151

(Number (ISBN

9780071415453

(Number (ISBN

9781280300158

(Number (ISBN

9786610300150

Erroneous ISBN

0071387579

Erroneous ISBN

9780071387576

Title Proper

Negotiating skills for managers /

General Material Designation

[Book]

First Statement of Responsibility

Steven P. Cohen.

Place of Publication, Distribution, etc.

New York :

Name of Publisher, Distributor, etc.

McGraw-Hill,

Date of Publication, Distribution, etc.

©2002.

Specific Material Designation and Extent of Item

1 online resource (xv, 200 pages) :

Other Physical Details

illustrations.

Series Title

Briefcase book

Text of Note

Includes index.

Text of Note

Includes bibliographical references and indexes.

Text of Note

Competitive Versus Collaborative Decision Making -- What Negotiation Is Not -- Types of Negotiation -- Investigating Your Interests -- What Differences Does It Make to Distinguish Between Interests and Positions? -- How Do You Deal with Positional Bargainers? -- Is Money Really the Interest? -- Primary (Fundamental) and Secondary (Derivative) Interests -- Looking Beyond Our Personal Interests -- The Three C's of Interests -- When Interests Conflict -- BATNA -- Choosing Whether to Walk Away -- Making Choices -- Balance of Power -- Understanding Our BATNA Offers Choices -- What Is Our Walking-in BATNA? -- Does BATNA Ever Change? -- BATNA Is Not the Bottom Line -- Elements of BATNAs -- Strengthening and Weakening BATNAs -- Are We Ready? Inoculation Protects the Parties -- Substantive Inoculation: Knowing the Subject -- In Negotiation, the Past Has No Future -- Selling the Product to the Salesperson -- Goals of Inoculation -- Inoculation as a Tool for Improving Your BATNA -- What Information Do We Need About Ourselves? -- What Information Do We Need About Other Parties? -- Preparing for Negotiation on Your Own -- Active Listening -- Inoculation Includes Process as Well as Substance -- Internal and External Inoculation -- The Bottom Line -- When Inoculation Is Impossible -- Preparation Part One: Stakeholders, Constituents, and Interests -- Shooting from the Hip -- Unplanned Negotiations -- Surprises -- What Does Preparation Mean? -- Looking Inside Yourself -- Understanding the Subject Matter -- Internal Negotiation.

0

Text of Note

Explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, this work reveals steps for reaching personal and organizational objectives in negotiation.

Source for Acquisition/Subscription Address

OverDrive, Inc.

Source for Acquisition/Subscription Address

OverDrive, Inc.

Stock Number

7EEBE7EC-A71B-4C39-9F0E-6594FEB374D2

Title

Negotiating skills for managers.

International Standard Book Number

0071387579

Negotiation in business.

BUSINESS & ECONOMICS-- Negotiating.

Negotiation in business.

BUS-- 047000

KMG

Number

Edition

Class number

Book number

Cohen, Steven,1953 September 6-

Date of Transaction

20200822083911.0

Cataloguing Rules (Descriptive Conventions))

pn

Electronic name

[Book]

Y