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Harvard business essentials : negotiation

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Edité par Harvard Business School Press - 2003

Types of negotiation : many paths to a deal. Four key concepts : your starting points. Preparation : nine steps to a deal. Table tactics : how to play the game well. Frequently asked tactical questions : answers you need. Barriers to agreement : how to recognize and overcome them. Mental errors : how to recognize and avoid them. When relationships matter : a different notion of winning. Negotiating for others : whose interests come first?. Negotiation skills : building organizational competence.

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