Negotiating at Work
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Negotiating at Work
Turn Small Wins into Big Gains
Kolb, Deborah M.; Porter, Jessica L.
John Wiley & Sons Inc
03/2015
288
Dura
Inglês
9781118352410
15 a 20 dias
488
Descrição não disponível.
Preface ix
Introduction: Negotiating in the Shadow of Organizations xix
About the Authors xxxix
Part One Preparing for n-Negotiations 1
1 You Can't Get What You Want If You Don't Know What You Want 3
2 Recognizing Opportunities and Positioning to Negotiate 27
3 Anchoring, Mindfulness, and Preparing for Problem Solving 49
4 Getting Negotiations off the Ground 75
Part Two Putting n-Negotiations into Practice 99
5 Building Rapport and Shifting Gears: The Power of a Good Opening 101
6 Power at Play in Negotiations: Moves and Turns 119
7 Managing the Negotiation Process: Fostering Problem Solving 143
Coda Notes on Change 167
8 From Small Wins to Bigger Gains 169
Notes 187
References 217
Index 229
Introduction: Negotiating in the Shadow of Organizations xix
About the Authors xxxix
Part One Preparing for n-Negotiations 1
1 You Can't Get What You Want If You Don't Know What You Want 3
2 Recognizing Opportunities and Positioning to Negotiate 27
3 Anchoring, Mindfulness, and Preparing for Problem Solving 49
4 Getting Negotiations off the Ground 75
Part Two Putting n-Negotiations into Practice 99
5 Building Rapport and Shifting Gears: The Power of a Good Opening 101
6 Power at Play in Negotiations: Moves and Turns 119
7 Managing the Negotiation Process: Fostering Problem Solving 143
Coda Notes on Change 167
8 From Small Wins to Bigger Gains 169
Notes 187
References 217
Index 229
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
Small Wins, Big Gains: Negotiating at Work; Deborah M. Kolb; Jessica L. Porter; Harvard Law School negotiation; negotiation training; negotiation lessons; art of negotiation; negotiation skills; expert negotiation; negotiation preparation; introduction to negotiation; negotiation course; learning negotiation; deal making; bargaining; negotiation strategies; negotiation guide; negotiation resource; negotiation workbook; negotiation video; managing negotiation; negotiation moves; negotiation tips; negotiation tricks; negotiation in context
Preface ix
Introduction: Negotiating in the Shadow of Organizations xix
About the Authors xxxix
Part One Preparing for n-Negotiations 1
1 You Can't Get What You Want If You Don't Know What You Want 3
2 Recognizing Opportunities and Positioning to Negotiate 27
3 Anchoring, Mindfulness, and Preparing for Problem Solving 49
4 Getting Negotiations off the Ground 75
Part Two Putting n-Negotiations into Practice 99
5 Building Rapport and Shifting Gears: The Power of a Good Opening 101
6 Power at Play in Negotiations: Moves and Turns 119
7 Managing the Negotiation Process: Fostering Problem Solving 143
Coda Notes on Change 167
8 From Small Wins to Bigger Gains 169
Notes 187
References 217
Index 229
Introduction: Negotiating in the Shadow of Organizations xix
About the Authors xxxix
Part One Preparing for n-Negotiations 1
1 You Can't Get What You Want If You Don't Know What You Want 3
2 Recognizing Opportunities and Positioning to Negotiate 27
3 Anchoring, Mindfulness, and Preparing for Problem Solving 49
4 Getting Negotiations off the Ground 75
Part Two Putting n-Negotiations into Practice 99
5 Building Rapport and Shifting Gears: The Power of a Good Opening 101
6 Power at Play in Negotiations: Moves and Turns 119
7 Managing the Negotiation Process: Fostering Problem Solving 143
Coda Notes on Change 167
8 From Small Wins to Bigger Gains 169
Notes 187
References 217
Index 229
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
Small Wins, Big Gains: Negotiating at Work; Deborah M. Kolb; Jessica L. Porter; Harvard Law School negotiation; negotiation training; negotiation lessons; art of negotiation; negotiation skills; expert negotiation; negotiation preparation; introduction to negotiation; negotiation course; learning negotiation; deal making; bargaining; negotiation strategies; negotiation guide; negotiation resource; negotiation workbook; negotiation video; managing negotiation; negotiation moves; negotiation tips; negotiation tricks; negotiation in context
