000			02167nam a2200229 i 4500
003			MIUC
005			20190529113956.0
008			150311s2006 enk||||| |||| 001 | eng d
020			_a9780470902516
040			_aMIUC _beng _cMIUC
082	0		_a658.405
100	1		_91729 _aLewicki, Roy J.
245	1	0	_aMastering business negotiation : _ba working guide to making deals and resolving conflict / _cRoy J. Lewicki, Alexander Hiam.
260			_aSan Francisco : _bJossey-Bass, _cc2006.
300			_aviii, 303 p. ; _c24 cm.
504			_aIncludes bibliographical references and index.
505	0		_a1. The negotiation imperative -- 2. The flexibility of the master negotiator -- 3. Getting ready to negotiate -- 4. The art of the master competitor -- 5. Executing a competitive negotiation -- 6. Mastering the art of collaboration -- 7. Mastering the art of compromise -- 8. Mastering accommodation and avoidance strategies -- 9. Three (or more) is a crowd: mastering multiparty negotiations -- 10. Mastering the framing process of negotiation -- 11. Mastering the power and influence process -- 12. Mastering the personal negotiations.
520			_aMastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: * Understand the game so you can better control what happens * Predict the sequence of negotiation activities and move from disagreement toward agreement * Identify the strategies and tactics of other players in the game * Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success.
650		0	_9672 _aNegotiation in business
700	1		_4aut _91730 _aHiam, Alexander
942			_2ddc _cBK