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Negotiate your way to success : 24 steps to building agreement. Steven P. Cohen.

By: Material type: TextSeries: McGraw-Hill professional educationPublication details: New York : McGraw-Hill, c2007.Description: ix, 48 p. ; 23 cmISBN:
  • 9780071498326 (paperba ck : alk. paper)
  • 007149832X (alk. paper)
Subject(s): DDC classification:
  • 658.4/052 22
LOC classification:
  • HD 58.6 .C627 2007
Online resources:
Contents:
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.
Item type: General circulation books
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Holdings
Item type Current library Collection Call number Status Barcode
General circulation books Presbyterian University of East Africa - Nairobi Library General Stacks Non-fiction HD 58.6 .C627 2007 (Browse shelf(Opens below)) Available 140020001133

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.

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