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TitleEffective negotiation : from research to results
Author Ray Fells
Imprint Cambridge : Cambridge University Press, 2012
Edition 2nd ed.
Descript viii, 263 p. : ill. ; 25 cm


Why isn't negotiation straghtforword? -- The DNA of negotiation -- The knight's move -- Phases and phrases -- A negotiation script and other ways to manage a negotiation -- Digging deep to deal with differences -- Light bulb moments: exploring for options -- A final balancing act: the end-game exchange -- Building bridges -- Cross-cultural negotiations: much the same but different -- Becoming an effective negotiator

Negotiation in business

Central Library (4th Floor)658.4 F322E 2012CHECK SHELVES

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