8 steps for highly effective negotiation: letting the other person have your way

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National Press Publications, Oct 1, 1995 - Business & Economics - 94 pages
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Contents

Introduction
Unravel the Mystery of Negotiating
Understand What Drives You and Others 11
Learn to Celebrate Differences 25
Negotiate with Honor Knowledge and Understanding 33
Do Your Homework Before Negotiating 45
Negotiate Actively Honestly and Fairly 61
Create a Champion from a Naysayer 73
Create Satisfaction with Your Outcome 81
Summary 87
Index 89
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