.

0 (hodnocen0 x )

EB

ONLINE

New York : AMACOM, c2006

1 online resource (x, 214 p.) : ill

ISBN 0814473261

Includes bibliographical references (p. 197) and index

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.

Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries

001795466

full

(Au-PeEL)EBL3001809

(CaONFJC)MIL112824

(CaPaEBR)ebr10120164

(MiAaPQ)EBC3001809

(OCoLC)70261721