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Author Fells, R. E. (Ray E.)

Title Effective negotiation : from research to results / Ray Fells

Edition 2nd ed
Publisher Cambridge, England ; New York : Cambridge University Press, 2012
 1st Floor Treatise  HD58.6 .F45 2012    AVAILABLE
Call # HD58.6 .F45 2012
Description viii, 263 p. : ill. ; 25 cm
Bibliog. Includes bibliographical references (p. 241-254) and index
Contents Why isn't negotiation straightforward? -- The DNA of negotiation -- The knight's move -- Phases and phrases -- A negotiation script and other ways to manage a negotiation -- Digging deep to deal with differences -- Light bulb moments : exploring for options -- A final balancing act : the end-game exchange -- Building bridges -- Cross-cultural negotiations : much the same but different -- Becoming an effective negotiator
Notes Black Green
Subject Negotiation in business
ISBN 9781107605381 (pbk)
1107605385 (pbk)


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