02098cam a2200385 a 4500 14796261 O 20150817155221.0 070404s2007 nyu b 001 0 eng 2007013937 GBA765904 bnb 013823393 Uk 9780071498326 (paperba ck : alk. paper) 007149832X (alk. paper) (OCoLC)ocn122973856 PUL PUL PUL HD 58.6 .C627 2007 658.4/052 22 Cohen, Steven P. Negotiate your way to success : 24 steps to building agreement. Steven P. Cohen. New York : McGraw-Hill, c2007. ix, 48 p. ; 23 cm. McGraw-Hill professional education Includes bibliographical references and index. Understand negotiation -- Focus on interests -- Use the three C's -- Know whether to leave -- Inoculate yourself -- Get information -- Prepare for the process -- Know why to prepare -- Work with your team -- Map interests -- Ask and listen -- React strategically -- Plan for emotions -- Keep it productive -- Know how to start -- Work with differences -- Negotiate on value -- Show respect -- Think creatively -- Develop the agenda -- Bargain "if ... then ..." -- Build commitment -- Negotiate smart -- Build with seven pillars. Negotiation in business. McGraw-Hill professional education. Table of contents only http://catdir.loc.gov/catdir/enhancements/fy0714/2007013937-t.html Publisher description http://catdir.loc.gov/catdir/enhancements/fy0714/2007013937-d.html Contributor biographical information http://catdir.loc.gov/catdir/enhancements/fy0714/2007013937-b.html 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 29885 29885 0 0 lcc 0 0 NFIC PUNBI PUNBI GEN 2015-08-17 0 HD 58.6 .C627 2007 140020001133 2015-08-17 00:00:00 2015-08-17 BK