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The power of nice : how to negotiate so everyone wins--especially you! / Ronald M. Shapiro and Mark A. Jankowski with James Dale.

By: Contributor(s): Material type: TextTextPublication details: New York : Wiley, c1998.Description: xiv, 268 p. : ill. ; 24 cmISBN:
  • 0471293776 (pbk. : alk. paper)
  • 9780471293774
Subject(s): DDC classification:
  • 658.4052
Contents:
[ch]. 1. Negotiation -- [ch]. 2. I win, you lose negotiation (an exercise in flawed logic) -- [ch]. 3. Win-win negotiation -- [ch]. 4. Three Ps (and the big L) -- [ch]. 5. Prepare or else -- [ch]. 6. Probe, probe, probe -- [ch]. 7. Propose but not too fast: getting the other side to go first -- [ch]. 8. Difficult negotiators -- [ch]. 9. Negotiating from weakness -- [ch]. 10. Unlocking deadlocks -- [ch]. 11. Building relationships -- [ch]. 12. Portable negotiator: put the power of nice in your pocket.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
General Lending Carlow Campus Library General Lending 658.4052 (Browse shelf(Opens below)) 1 Available 29280

Includes index.

[ch]. 1. Negotiation -- [ch]. 2. I win, you lose negotiation (an exercise in flawed logic) -- [ch]. 3. Win-win negotiation -- [ch]. 4. Three Ps (and the big L) -- [ch]. 5. Prepare or else -- [ch]. 6. Probe, probe, probe -- [ch]. 7. Propose but not too fast: getting the other side to go first -- [ch]. 8. Difficult negotiators -- [ch]. 9. Negotiating from weakness -- [ch]. 10. Unlocking deadlocks -- [ch]. 11. Building relationships -- [ch]. 12. Portable negotiator: put the power of nice in your pocket.

17.75

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