Negotiate your way to success
Subtitle: 24 steps to building agreement
By: Steven P. Cohen.
Publisher: McGraw-Hill
Published: 2007
Place of publication: New York, N.Y
Language: eng
ISBN-13: 9780071498326
Subjects: Negotiation in business
Notes: Includes bibliographical references and index.
Table of contents: title: Understand negotiation; title: Focus on interests; title: Use the three C's; title: Know whether to leave; title: Inoculate yourself; title: Get information; title: Prepare for the process; title: Know why to prepare; title: Work with your team; title: Map interests; title: Ask and listen; title: React strategically; title: Plan for emotions; title: Keep it productive; title: Know how to start; title: Work with differences; title: Negotiate on value; title: Show respect; title: Think creatively; title: Develop the agenda; title: Bargain "if ... then ..."; title: Build commitment; title: Negotiate smart; title: Build with seven pillars.