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SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT.All of us negotiate every day -- whether it's resolving a problem with a coworker, discussing your child's allowance, getting a raise, or buying a house. And all negotiations, large or small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum -- a master negotiator with more than twenty years experience as the head of the largest municipal employees' union in the country -- outlines these principles: evaluate your own negotiating ability; measure the ability and interests of your adversary; understand the interests of those you represent; and be aware of how outside factors influence your negotiations.Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned, "Negotiating in the Real World" is an invaluable and practical guide for both novice and experienced negotiators. Inhaltsverzeichnis Contents PART ONE The Basics of Negotiating Introduction Chapter 1 Evaluating Yourself as a Negotiator Chapter 2 Assessing Your Adversary Chapter 3 The Stakeholders in the Negotiations Chapter 4 The Context of the Talks PART TWO Special Topics on Negotiating Chapter 5 Preparing for Major Negotiations Chapter 6 Women and Negotiations Chapter 7 Three's a Crowd Chapter 8 Negotiations That Failed -- and Why Chapter 9 The Sanctity of the Contract Index
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Negotiating in the Real World, Victor Gotbaum
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- Année de publication
- 2000
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