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- catalog abstract "Although "the primary focus of this book is on labor-management negotiations ... [it] is as much essential reading for the first-time home buyer or business students, as it is useful for a veteran union arbitrator or busy executive."--Cover.".
- catalog contributor b11936180.
- catalog created "2001.".
- catalog date "2001".
- catalog date "2001.".
- catalog dateCopyrighted "2001.".
- catalog description "Although "the primary focus of this book is on labor-management negotiations ... [it] is as much essential reading for the first-time home buyer or business students, as it is useful for a veteran union arbitrator or busy executive."--Cover.".
- catalog description "The Dynamics of Negotiation -- Power -- Leverage -- Ego -- Saving Face -- Being Right -- Drain the Swamp -- Preparing for the Negotiation -- Facts -- Principles -- Priorities -- The Basics of Conflict Resolution -- Set the Tone -- Find Common Ground -- Repeat Back/Empathize -- Don't Let Your Counterpart Monopolize the Spotlight or the Microphone -- The Negotiation -- In a Continuing Relationship, Take the Long View of Negotiations and Be Ready to Leave Something on the Table -- Be Aware of the Signals You Project, or "Actions Speak Louder Than Words" -- Be Aware of What's Going on Away from the Table -- Probe Your Counterpart's Priorities -- Use "What-If's" -- Be Aware of Layers of Interests at the Table -- Ask, "Whose Interest Is This?" -- A Special Rule Concerning Lawyers -- Clearly Define the Interest -- Credibility Counts -- Don't Get Caught Up in "Shape of the Table" Issues -- Pick Up the Points for Making Concessions -- Verify "Awfulisms" -- Make Realistic Proposals -- Beware of "The Rock" -- Brainstorm -- Rules -- Negotiations Are As Much About the Process As About the Substance -- Be Patient -- Everything Is Negotiable -- Nothing Is Ever "Off the Table" -- "Final" Doesn't Mean "Final," "No" Doesn't Mean No -- The Pressure on the Last Issue Is Great -- Be Persistent -- "Noise" Is Part of the Process -- Negotiations Are 50 Percent Psychology and 50 Percent Sales -- Don't Negotiate, Mediate -- Momentum Is in Favor of an Agreement -- You Don't Have to Make a Bad Deal -- Mediators: Lessons and Observations.".
- catalog extent "xiv, 179 p. ;".
- catalog hasFormat "Negotiation handbook.".
- catalog identifier "0765607204 (alk. paper)".
- catalog identifier "0765607212 (pbk. : alk. paper)".
- catalog isFormatOf "Negotiation handbook.".
- catalog issued "2001".
- catalog issued "2001.".
- catalog language "eng".
- catalog publisher "Armonk, N.Y. : M.E. Sharpe,".
- catalog relation "Negotiation handbook.".
- catalog subject "658.4/052 21".
- catalog subject "HD58.6 .C57 2001".
- catalog subject "Negotiation in business.".
- catalog tableOfContents "The Dynamics of Negotiation -- Power -- Leverage -- Ego -- Saving Face -- Being Right -- Drain the Swamp -- Preparing for the Negotiation -- Facts -- Principles -- Priorities -- The Basics of Conflict Resolution -- Set the Tone -- Find Common Ground -- Repeat Back/Empathize -- Don't Let Your Counterpart Monopolize the Spotlight or the Microphone -- The Negotiation -- In a Continuing Relationship, Take the Long View of Negotiations and Be Ready to Leave Something on the Table -- Be Aware of the Signals You Project, or "Actions Speak Louder Than Words" -- Be Aware of What's Going on Away from the Table -- Probe Your Counterpart's Priorities -- Use "What-If's" -- Be Aware of Layers of Interests at the Table -- Ask, "Whose Interest Is This?" -- A Special Rule Concerning Lawyers -- Clearly Define the Interest -- Credibility Counts -- Don't Get Caught Up in "Shape of the Table" Issues -- Pick Up the Points for Making Concessions -- Verify "Awfulisms" -- Make Realistic Proposals -- Beware of "The Rock" -- Brainstorm -- Rules -- Negotiations Are As Much About the Process As About the Substance -- Be Patient -- Everything Is Negotiable -- Nothing Is Ever "Off the Table" -- "Final" Doesn't Mean "Final," "No" Doesn't Mean No -- The Pressure on the Last Issue Is Great -- Be Persistent -- "Noise" Is Part of the Process -- Negotiations Are 50 Percent Psychology and 50 Percent Sales -- Don't Negotiate, Mediate -- Momentum Is in Favor of an Agreement -- You Don't Have to Make a Bad Deal -- Mediators: Lessons and Observations.".
- catalog title "The negotiation handbook / Patrick J. Cleary.".
- catalog type "text".