Negotiating for Business Results

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Irwin Professional Pub./Mirror Press, 1994 - Business & Economics - 88 pages
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Negotiation can play an integral role in getting what you want and where you want in your personal and professional lives. However, many people shy away from negotiation and its traditional image of power plays, confrontation, and intimidation. Here are time-tested approaches for turning conflict into cooperation. You'll understand how to navigate the entire negotiation process--from outlining your own goals, to anticipating and interpreting reactions from the other side, to arriving at a mutually beneficial agreement.

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Contents

Chapter 3
20
Chapter 5
41
Chapter 7
71
Negotiating Skills Inventory
85
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