Negotiating 101
Subtitle: from planning your strategy to finding a common ground, an essential guide to the art of negotiating
By: Peter Sander, MBA
Publisher: Adams Media
Published: 2017
Language: eng
Number of pages: 255
ISBN-13: 9781507202692
Subjects: Negotiation; Negotiation in business
Description: 255 pages, 8 unnumbered pages of plates : 19 cm
Notes: Includes index.
Table of contents: title: The negotiating imperative; title: Negotiation : the basics; title: Getting started : preparation, preparation, and more preparation; title: Negotiating styles and personalities, yours and theirs; title: The tactical toolkit : techniques, tricks, and ploys of the experienced negotiator; title: Pure theater : negotiating on stage; title: Avoiding common negotiating pitfalls; title: High-pressure negotiating tactics; title: When to close, how to close, and where to walk away; title: Finalizing the agreement; title: Negotiating for the long term.