The negotiator's problem solver
著者
書誌事項
The negotiator's problem solver
（A Wiley-Interscience publication）
Wiley, c1986
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注記
"A James Peter book."
Includes index
内容説明・目次
内容説明
Stressing short, practical answers to specific problems that can be found in an extensive cross index, this book offers step- by-step directions on how to negotiate, advice on how to assemble the facts, and selected dialogue for use in actual negotiations. It describes methods of tension control, especially through an exhaustive, new approach to learning about the opponent, and includes testing techniques for picking a winning team. The book also puts forth a list of publications to be used for researching opponents, and tells how to use a writer/researcher and other means of learning about the opposition.
目次
- Before You Begin
- Pre-Negotiating Preparations
- Picking a Winning Team
- How to Practice
- Psychological Preparation
- Establishing Trust
- Time to Bargain
- Overcoming a Deadlock
- Concluding the Negotiations
- Lease Negotiations
- Home and Apartment Negotiations
- When It Hurts to Settle
- Negotiating Trade-Offs
- Negotiating with Press Interest
- Index.
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