TY  - BOOK
AU  - Billings-Yun,Melanie
TI  - Beyond dealmaking : five steps to negotiating profitable relationships 
SN  - 9780470564271
U1  - 658.4052 
PY  - 2009///
CY  - San Francisco
PB  - Jossey-Bass
KW  - Negotiation in business
KW  - Deals
KW  - Success in business
N1  -  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
N2  - Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions
UR  - http://ebookcentral.proquest.com/lib/miu/detail.action?docID=477778
ER  -