Mastering Negotiation

This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal.
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$32.00
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ISBN: 9781531001636
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Book Edition: 2018-05

Product description

This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal. It focuses on issues of negotiation strategy, especially those associated with the interest-based or mutual-gains negotiation that professional negotiators often use in complex disputes. Special features include chapters on cross-cultural negotiations, group negotiations, and ethical issues.

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