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IT'S A DEAL A PRACTICAL NEGOTIATION HANDBOOKSTEELE P.wydawnictwo: MCGRAW-HILL , rok wydania 1995, wydanie Icena netto: How good are you at getting what you want? From securing big business deals through to motivating a colleague to do something for you, the role of negotiation is paramount. The skills of negotiation are seemingly shrouded in mystery. Now you can learn them all. You can create golden business opportunities by knowing which approach to take, what attitude to adopt and how to capitalize on another party's weakness. It's A Deal is a working handbook, providing in-depth training and practical help to master these essential skills for everyday business survival.Question and answer sections and checklists are provided so you can monitor your progress. Its clear and lively style makes this book a pleasure to read as well as giving you a quick reference guide. It's A Deal covers: Key approaches Case studies The phases of negotiation Preparation and planning Communication Tactics and ploys Telephone negotiation Dilemmas Negotiation overseas dos and don'ts All three authors bring you their unparalleled experience of negotiating worldwide, and troubleshooting organizations out of crises. It's A Deal is an essential tool for business people at all levels striking bargains. About the Authors Paul T. Steele John H. Murphy Richard C. Russill are negotiators of long experience, who have all too often seen a negotiator miss opportunities or ruin a promising situation by taking the wrong approach. A major influence in the development of this book has been the authors' experience of running well over 1000 seminars on negotiation and regularly undertaking troubleshooting assignments all over the world. 134 pages
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