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Billings-Yun, Melanie

Beyond dealmaking five steps to negotiating profitable relationships / [electronic resource] : Melanie Billings-Yun. - San Francisco : Jossey-Bass, 2009. - 1 online resource (xix, 279 p.) : ill. b&w.

Includes bibliographical references and index.

Pt. 1. Why relationship matter --
Ch. 1. The goal is not a good deal, but a good outcome --
Ch. 2. Even monkeys demand fairness --
Ch. 3. The power of us --
Pt. 2. The mind of the negotiator --
Ch. 4. The four pillars of relationship negotiation --
Ch. 5. Don’t feed the bears! --
Ch. 6. Be prepared --
Pt. 3. Five steps to success --
Ch. 7. Goals – What you really want --
Ch. 8. Routers – How to get there --
Ch. 9. Arguments – Making your case --
Ch. 10. Substitutes – The backup plan --
Ch. 11. Persuasion – Winning them over --
Pt. 4. Conclusion --
Ch. 12. You can negotiate! --
Appendix A: GRASP negotiation plan --
Appendix B: Post-negotiation evaluation.

Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions

ISBN: 9780470564271

Subjects--Topical Terms:
Negotiation in business
Deals
Success in business

Dewey Class. No.: 658.4052