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Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict
Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict
Roy J. Lewicki, The Ohio State Univ.
Alexander Hiam
ISBN: 978-0-7879-8099-3
©2006
320 pages
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TITLE INFORMATION
Description  |  Author Info  |  Table of Contents  |  Detailed Contents  |  New to This Edition  |  Sample Chapters
Table of Contents
1. The Negotiation Imperative.

2. The Flexibility of the Master Negotiator.

3. Getting Ready to Negotiate.

4. The Art of the Master Competitor.

5. Executing a Competitive Negotiation

6. Mastering the Art of Collaboration.

7. Mastering the Art of Compromise.

8. Mastering Accommodation and.

9. Three (or More) Is a Crowd.

10. Mastering the Framing Process in Negotiation.

11. Mastering the Power and Influence Process.

12. Mastering Personal Negotiations.  

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