000			03815nam a2200721 i 4500
001			10489098
003			CaPaEBR
005			20240726104641.0
008			110824s2011 nyu foab 001 0 eng d
020			_a9781606493076 _q((electronic)l(electronic)ctronic)l((electronic)l(electronic)ctronic)ctronic bk.
040			_aCaBNVSL _beng _erda _cCaBNVSL _dCaBNVSL
050	0	4	_aBF637 _b.F584 2011
100	1		_aKorda, Philippe. _e1
245	1	0	_aThe five golden rules of negotiationPhilippe Korda.
250			_afirst edition.
260			_a[New York, N.Y. (222 East 46th Street, New York, NY 10017) : _bBusiness Expert Press, _c(c)2011.
300			_a1 electronic text (xi, 206 pages) : _bdigital file.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_adata file _2rda
490	1		_aHuman resource management and organizational behavior collection,
504			_a1 (pages 197.) and index.
505	0	0	_aForeword -- _tPrologue -- _tPart I. Become an expert: master the five golden rules of negotiation -- _t1. The crucial prerequisite -- _t2. How to set your initial offer -- _t3. How to respond to the other party's initial attacks -- _t4. Never make a concession without getting something in return -- _t5. How to avoid giving away more than necessary -- _t6. How to guide negotiations to a successful conclusion -- _tPart II. Become a guru: anticipate your opponent's moves -- _t7. How to distinguish apparent demands from real demands -- _t8. How to shift the balance of power between buyer and seller -- _t9. How to avoid the traps of professional negotiators -- _t10. How to analyze and exploit decision-making processes -- _tPart III. Become a legend: develop exceptional negotiating skills -- _t11. Get "the enemy" on your side -- _t12. How to handle bluffs and detect lies -- _t13. Dealing with difficult discussions, tactfully -- _t14. "Take it or leave it": how to break the deadlock -- _tEpilogue -- _tAppendix: Carl Ritchie applies Margaret Peake's advice -- _tNotes -- _tIndex.
520	3		_aReveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully.
530			_a2 _ub
530			_aAlso available in printing.
538			_aMode of access: World Wide Web.
538			_aSystem requirements: Adobe Acrobat reader.
588			_aTitle from PDF t.p. (viewed on August 24, 2011).
650		0	_aNegotiation.
653			_anegotiation
653			_amargin
653			_apurchasing
653			_abuyers
653			_asellers
653			_asales
653			_aprice
653			_amarket
653			_aconcessions
653			_atarget price
653			_acustomer
653			_asupplier
653			_aoffer
653			_abalance of power
653			_ainfluence
653			_adeadline
653			_arisk
653			_abid
653			_ademand
653			_arequest
653			_aopponent
653			_adefend
653			_anegotiation skills
653			_abluff
653			_anegotiation strategy
653			_anegotiation tricks
653			_anegotiation tactics
653			_atender
653			_arequest for proposal
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942			_c1 _D _eBEP _hBF637.N4 _m(c)2011 _QOB _R _x _8NFIC _dCynthia Snell
999			_c73741 _d73741
902			_a1 _bCynthia Snell _c1 _dCynthia Snell