Negotiations : six steps to success /
"This book provides a step-by-step approach to successful negotiations. Many people view negotiations as a complex, daunting process, full of surprises. Based on more than 25 years of training negotiators in the U.S. and abroad, the authors say it doesn't have to be that way. The secret is...
Guardado en:
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| Formato: | Libro |
| Lenguaje: | Inglés |
| Publicado: |
Upper Saddle River, NJ :
PTR Prentice Hall,
c1995.
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| Materias: | |
| Aporte de: | Registro referencial: Solicitar el recurso aquí |
| LEADER | 02596cam a2200325 a 4500 | ||
|---|---|---|---|
| 001 | 99722229604151 | ||
| 005 | 20181024115130.0 | ||
| 008 | 950414s1995 njua b 001 0 eng | ||
| 010 | |a 95018030 | ||
| 015 | |a GB9575253 |2 bnb | ||
| 020 | |a 0131255924 | ||
| 020 | |a 9780131255920 | ||
| 035 | |a (OCoLC)32430433 |z (OCoLC)775981408 |z (OCoLC)1008861618 | ||
| 035 | |a (OCoLC)ocm32430433 | ||
| 040 | |a DLC |c DLC |d UKM |d BTCTA |d LVB |d YDXCP |d BAKER |d BDX |d OCLCO |d OCLCF |d OCLCQ |d I8M |d OCLCQ |d APUMS |d OCLCQ |d CNO |d OCLCQ |d U@S | ||
| 049 | |a U@SA | ||
| 050 | 0 | 0 | |a HD58.6 |b .W34 1995 |
| 082 | 0 | 0 | |a 658.4 |2 20 |
| 100 | 1 | |a Walker, Michael A. | |
| 245 | 1 | 0 | |a Negotiations : |b six steps to success / |c Michel A. Walker and George L. Harris. |
| 260 | |a Upper Saddle River, NJ : |b PTR Prentice Hall, |c c1995. | ||
| 300 | |a xiv, 190 p. : |b il. ; |c 21 cm. | ||
| 504 | |a Incluye referencias bibliográficas (p. 183-185) e índice. | ||
| 505 | 0 | |a 1. Toward a process view of negotiations -- 2. The case for a systematic negotiation process -- 3. Getting ready: analyzing the negotiation situation -- 4. Getting ready: planning for the upcoming negotiations -- 5. Getting ready: organizing for effective negotiation -- 6. Getting it done: gaining and maintaining control -- 7. Getting it done: closing negotiations -- 8. Getting it done: continuous improvement-techniques to improve negotiation performance -- 9. Using the six-step approach -- Appendix A -- Appendix B. | |
| 520 | |a "This book provides a step-by-step approach to successful negotiations. Many people view negotiations as a complex, daunting process, full of surprises. Based on more than 25 years of training negotiators in the U.S. and abroad, the authors say it doesn't have to be that way. The secret is to carefully structure the entire process. Negotiation: Six Steps to Success shows how to enter a negotiation well positioned to succeed, by analyzing the situation in advance, and building a plan that reflects reality. The authors then present clear guidelines for evolving a plan during the course of negotiation, so the negotiator stays in control and can successfully achieve the desired results. Case studies are used throughout the book, which offers a unique and needed counterpoint to the mythology and folklore that all too often surround the process of negotiation. Anyone who negotiates -- in either professional or personal contexts." --Descripción del editor. | ||
| 650 | 0 | |a Negotiation in business. | |
| 650 | 0 | |a Negotiation. | |
| 650 | 7 | |a Negociaciones comerciales. |2 UDESA | |
| 650 | 7 | |a Negociación. |2 UDESA | |
| 700 | 1 | |a Harris, George L. | |