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A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting star...Read more

The Essence of Negotiation by Sheila Udall, Jean M. Hiltrop (Paperback, 1995)

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The Essence of Negotiation Hiltrop, Jean-Marie/ Udall, Sheila
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    Product description

    Description
    A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus. What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided? What are the Underlying Principles and Stages Which Govern the Negotiation Process? How Should We Manage Interpersonal Negotiations and What Are the Strategies and Tactics Used by Effective Negotiating Teams? What are the Different Approaches to Multi-Party Negotiations and Which Approach is Most Effective for Negotiating Across Cultures? The Essence of Management Series is an invaluable reference source for managers on short courses; for MBA and undergraduate students who want to get quickly to the heart of the subject; and as reference material for managers and aspiring managers wishing to improve their kwledge and skills.

    Key Features
    Author(s)Jean M. Hiltrop, Sheila Udall
    PublisherPearson Education (US)
    Date of Publication26/04/1995
    LanguageEnglish
    FormatPaperback
    ISBN-100133498956
    ISBN-139780133498950
    SubjectManagement & Business: General

    Publication Data
    Place of PublicationUpper Saddle River
    Country of PublicationUnited States
    ImprintFinancial TImes Prentice Hall
    Content Notebibliography

    Dimensions
    Weight267 g
    Width150 mm
    Height229 mm
    Spine9 mm

    Description
    Table Of Contents* Key Principles and Mistakes. * Managing the Negotiation Process. * Negotiating within Groups. * Negotiating Between Groups. * Negotiating Among Cultures. * Toolbox. * Bibliography.

    eBay Product ID: EPID94991289
    Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.

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