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Inventive Negotiation: Getting Beyond Yes [Hardcover]

Item : Inventive Negotiation: Getting Beyond Yes [Hardcover]
Price : $63.99 (see below)
Category : Books
Author Author : Graham, J., Lawrence, L., Hernandez Requejo, William
ISBN-10 ISBN-10 : 1137370157
ISBN-13 ISBN-13 : 9781137370150
Publisher Publisher : Palgrave Macmillan
Pages Pages : 256
Binding Binding : Hardcover
Item ID : 100082579

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.Introduction Bought a Car Recently? 1. Older than History, More Advanced than the Future 2. It Begins with a Glimmer of Opportunity 3. Don't Sell Them the Show. Sell Them the Vision 4. Then You Build Personal Relationships 5. Systems that Make It Happen 6. The Right People 7. Diversity Works 8. Place/Space/Pace 9. Emotion/Power/Ethics 10. Changing Roles 11. Creativity Stimulants 12. Improvisation 13. Playing Together 14. Review and Improve

'Inventive Negotiation takes the mystery out of complex global negotiations that confront most senior executives. Detailing the pitfalls that can derail effective negotiations, the how-to's throughout the book will benefit any manager.' John Slocum, co-author, Demystifying Your Business Strategy and The Smarter Organization, co-editor, Journal of World Business, Organizational Dynamics, and Journal of Leadership & Organizational Studies

'All of us who negotiate and that really is all of us would benefit from reading Inventive Negotiation. With wonderful examples in the book, the authors explain the theory and practice of negotiation in helping to foster long-term relationships. Every page is filled with insights that can benefit everyone, including even the most experienced negotiators.' Erwin Chemerinsky, Dean, University of California Irvine, School of Law

Inventive Negotiation is full of memorable stories that demonstrate deep understandings of both the opportunities and difficulties of diversity in international commerce. The authors deliver fresh ideas for building the key personal relationships that are driving innovation in the new global economy.' Katherine Xin, Professor of Managl”‹

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