The Persuasive Negıtiator /
Rolland, Florence Kennedy
The Persuasive Negıtiator / Tools and Techniques for Effective Negotiating Florence Kennedy Rolland - 292 pages; 23.5 cm.
Includes index
What is Negotiation 1 Distributive Bargaining 14 Integrative Bargaining part 1: Preparation 31 Integrative Bargaining part 2: Debate 57 Integrative Bargaining part 3: How to Propose 91 Integrative Bargaining part 4: How to bargain 113 The Styles of Negotiation 132 Rational Bargaining 159 Ploys and Tactics 182 Culture and Negotiation 201 Appendix 1: Glossary of terms 217 Appendix 2: Checkpoint answers 221 Index
9780367565923
Negotiation
658.4052 / R65 2021
The Persuasive Negıtiator / Tools and Techniques for Effective Negotiating Florence Kennedy Rolland - 292 pages; 23.5 cm.
Includes index
What is Negotiation 1 Distributive Bargaining 14 Integrative Bargaining part 1: Preparation 31 Integrative Bargaining part 2: Debate 57 Integrative Bargaining part 3: How to Propose 91 Integrative Bargaining part 4: How to bargain 113 The Styles of Negotiation 132 Rational Bargaining 159 Ploys and Tactics 182 Culture and Negotiation 201 Appendix 1: Glossary of terms 217 Appendix 2: Checkpoint answers 221 Index
9780367565923
Negotiation
658.4052 / R65 2021