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Leverage : = how to get it and how t...

Volkema, Roger J.

Leverage : = how to get it and how to keep it in any negotiation /

紀錄類型:	書目-語言資料,印刷品 : 單行本
正題名/作者:	Leverage :/ Roger Volkema.
其他題名:	how to get it and how to keep it in any negotiation /
作者:	Volkema, Roger J.
出版者:	New York :AMACOM, : c2006.,
面頁冊數:	x, 214 p. :ill. ; : 23 cm.;
標題:	Negotiation in business. -
電子資源:	http://www.loc.gov/catdir/toc/ecip0517/2005023210.html
ISBN:	0814473261 (pbk.) :

Leverage : = how to get it and how to keep it in any negotiation /
Volkema, Roger J.

Leverage :how to get it and how to keep it in any negotiation /Roger Volkema. - New York :AMACOM,c2006. - x, 214 p. :ill. ;23 cm.

Includes bibliographical references (p. 197) and index.

Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts.

ISBN: 0814473261 (pbk.) :NT$566

LCCN: 2005023210Subjects--Topical Terms:

482508
Negotiation in business.

LC Class. No.: HD58.6 / .V648 2006

Dewey Class. No.: 658.4/052

Leverage : = how to get it and how to keep it in any negotiation /
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504 $a Includes bibliographical references (p. 197) and index.
505 0 $a Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts.
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