Inventive negotiation : getting beyond yes

Author(s)

• Graham, John L.
• Lawrence, Lynda
• Requejo, William Hernández

Bibliographic Information

Inventive negotiation : getting beyond yes

John L. Graham, Lynda Lawrence, and William Hernández Requejo

Palgrave Macmillan, 2014

1st ed

• : [hardback]

Note

Includes index

Description and Table of Contents

Description

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.

Table of Contents

Introduction Bought a Car Recently? 1. Older than History, More Advanced than the Future 2. It Begins with a Glimmer of Opportunity 3. Don't Sell Them the Show. Sell Them the Vision 4. Then You Build Personal Relationships 5. Systems that Make It Happen 6. The Right People 7. Diversity Works 8. Place/Space/Pace 9. Emotion/Power/Ethics 10. Changing Roles 11. Creativity Stimulants 12. Improvisation 13. Playing Together 14. Review and Improve

by "Nielsen BookData"

Details

• NCID: BB29546299
• ISBN:
  • 9781137370150
• LCCN: 2013043935
• Country Code: us
• Title Language Code: eng
• Text Language Code: eng
• Place of Publication: New York
• Pages/Volumes: viii, 240 p.
• Size: 25 cm
• Classification:
  • LCC : HD58.6
  • DC23 : 658.4/052
• Subject Headings:
  • LCSH : Negotiation in business
  • LCSH : Negotiation
  • LCSH : Business communication
  • LCSH : Interpersonal communication