000			01718nam a2200253 i 4500
003			AU-PeEL
005			20191028101626.0
008			150303s2009||||cau s|||||||||||eng|d
020			_a9780470564271
040			_aAU-PeEL _beng _cAU-PeEL
082	0		_a658.4052
100	1		_91689 _aBillings-Yun, Melanie
245	1	0	_aBeyond dealmaking _h[electronic resource] : _bfive steps to negotiating profitable relationships / _cMelanie Billings-Yun.
260			_aSan Francisco : _bJossey-Bass, _c2009.
300			_a1 online resource (xix, 279 p.) : _bill. b&w.
504			_a Includes bibliographical references and index.
505	0		_aPt. 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.
520			_aNegotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions
650		0	_9672 _aNegotiation in business
650		0	_91690 _aDeals
650		0	_9336 _aSuccess in business
856	4	2	_uhttp://ebookcentral.proquest.com/lib/miu/detail.action?docID=477778 _zClick here to view
942			_2ddc _cELEC