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- 2005023210 contributor B10131828.
- 2005023210 created "c2006.".
- 2005023210 date "2006".
- 2005023210 date "c2006.".
- 2005023210 dateCopyrighted "c2006.".
- 2005023210 description "Includes bibliographical references (p. 197) and index.".
- 2005023210 description "Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts.".
- 2005023210 extent "x, 214 p. :".
- 2005023210 identifier "0814473261".
- 2005023210 identifier "9780814473269".
- 2005023210 identifier 2005023210.html.
- 2005023210 issued "2006".
- 2005023210 issued "c2006.".
- 2005023210 language "eng".
- 2005023210 publisher "New York : AMACOM,".
- 2005023210 subject "658.4/052 22".
- 2005023210 subject "HD58.6 .V648 2006".
- 2005023210 subject "Negotiation in business.".
- 2005023210 tableOfContents "Introduction -- Negotiation and leverage -- Four characteristics of leverage -- The four states of leverage -- The sources of leverage -- Indicators of leverage -- Checking your progress : identifying leverage -- Managing leverage -- Increasing your leverage -- Decreasing the other party's leverage -- Checking your progress : altering leverage -- The dance of leverage -- Reality test -- Playing defense -- The climate of negotiation -- Selecting an approach -- The art of communication -- Another reality challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in cyberspace -- Multiparty negotiations -- International negotiations -- Surrendering leverage -- Final thoughts.".
- 2005023210 title "Leverage : how to get it and how to keep it in any negotiation / Roger Volkema.".
- 2005023210 type "text".