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Beyond dealmaking : five steps to negotiating profitable relationships / Melanie Billings-Yun.

By: Material type: TextPublication details: San Francisco : Jossey-Bass, c2010.Edition: 1st edDescription: xix, 279 p. : ill. ; 24 cmISBN:
  • 9780470471906 (cloth)
  • 0470471905 (cloth)
Subject(s): DDC classification:
  • 658.4.BIL.2010
LOC classification:
  • HD58.6 .B53 2010
Contents:
Why relationships matter -- Goal is not a good deal, but a good outcome -- Even monkeys demand fairness -- Power of us -- Mind of the negotiator -- Four pillars of relationship negotiation -- Dont feed the bears -- Be pepared -- Five steps to success -- Goals--What you really want -- Routes--How to get there -- Arguments--makng your case -- Substitutes--backup plan -- Persuasion--Winning them over -- You can negotiate.
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Item type Current library Call number Status Barcode
Open Shelf MUST Main Library 658.4.BIL.2010 (Browse shelf(Opens below)) Available 2022-0489

Includes bibliographical references and index.

Why relationships matter -- Goal is not a good deal, but a good outcome -- Even monkeys demand fairness -- Power of us -- Mind of the negotiator -- Four pillars of relationship negotiation -- Dont feed the bears -- Be pepared -- Five steps to success -- Goals--What you really want -- Routes--How to get there -- Arguments--makng your case -- Substitutes--backup plan -- Persuasion--Winning them over -- You can negotiate.

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