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TitleProfitable negotiation
Author Gavin Kennedy
Imprint London : Orion Business Books, c1999
Descript viii, 184 p. ; 220 cm


Why do we negotiate? -- Your attitudes -- What drives your behaviour? -- Decisions, decisions -- Risking trust -- Jousting with Slobovic -- Sitting next to Nellie -- What do we want? -- What do they want? starting negotiations -- Shaping the deal -- In praise of purple -- Proposing -- Bargaining -- Competitive and co-operative bargaining strategies -- Alongside negotiation

Negotiation in business Negotiation

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