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TitleSuccessful negotiating : the essential guide to thinking and working smarter
Author Julia Tipler
Imprint New York : American Management Association, c2000
Descript 95 p. : ill. ; 24 cm

CONTENT

Why do we need negotiating skills? -- Start to improve your skills -- What constitutes a negotiation? -- What skills do you already possess? -- Traditional negotiation -- Modern negotiation -- What is your negotiating style? -- What makes a good agreement? -- Internal negotiations -- Negotiations with customers -- Negotiation with suppliers -- Using your knowledge of nonverbal signals -- Barriers to listening -- don't react-respond -- Difficult people and situations


Negotiation in business

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