Negotiating for success : essential strategies and skills
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書誌事項
Negotiating for success : essential strategies and skills
Van Rye Pub., c2014
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収録内容
- I. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions
- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps
- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value
- IV. Complete your end game : Perform and evaluate your agreement
- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style