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Item Information       Summary     More Content     More by this author     Cohen, Steven P.     Subjects     Negotiation in business.     Browse Catalog     by author:      Cohen, Steven P.       by title:      Negotiate your way t...         MARC Display

Negotiate your way to success [electronic resource] : 24 steps to building agreement / Steven P. Cohen. by Cohen, Steven P. New York : McGraw-Hill, 2007. Subjects Negotiation in business. Electronic Resource http://hawaii.lib.overdrive.com/ContentDetails.htm?ID=B3546F17-2418-41AA-B231-FD24EBF2169B This title is available online; click here to access ISBN:  9780071596749 (electronic bk. : Adobe Reader) 0071596747 (electronic bk. : Adobe Reader) Series:  McGraw-Hill professional education Contents:  Understand negotiation -- Focus on interests -- Use the three C's -- Know whether to leave -- Inoculate yours1elf -- Get information -- Prepare for the process -- Know why to prepare -- Work with your team -- Map interests -- Ask and listen -- React strategically -- Plan for emotions -- Keep it productive -- Know how to start -- Work with differences -- Negotiate on value -- Show respect -- Think creatively -- Develop the agenda -- Bargain "if ... then ..." -- Build commitment -- Negotiate smart -- Build with seven pillars. Requests:  0   Copy/Holding information No Item Information

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