000			01704nam a2200217 i 4500
003			MIUC
005			20200326110227.0
008			150325s2010 si a|||| |||| 001 | eng d
020			_a9789814276610
040			_aMIUC _beng _cMIUC
082	0		_a658.405
100	1		_91746 _aGoldwich, David, _d1959-
245	1	0	_aWin-win negotiations : _bdeveloping the mindset, skills and behaviours of win-win negotiatiors / _cDavid Goldwich.
260			_aSingapore : _bMarshall Cavendish, _cc2010.
300			_a175 p. : _bill. b&w ; _c22 cm.
504			_aIncludes bibliographical references and index.
505	0		_a1. Setting the stage -- 2. The win-win mindset -- 3. Negotiating tactics and counter-tactics -- 4. Positions, interests, currencies and options -- 5. Developing and using your plan B -- 6. Negotiating power -- 7. Communication and relationship issues -- 8. Emotions in negotiation -- 9. Wrapping up: implementation and post-negotiation matters -- 10. More win-win negotiating wisdom.
520			_aWe all negotiate every day, whether we realise it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose style. In today s interdependent world of business partnerships and long-term relationships, however, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators value their business and social relationships winning in a given negotiation is not as important as maintaining their winning relationships, but this does not mean they must sacrifice their interests. Win-win negotiators believe they can win both the negotiation and the relationship.
650		0	_9672 _aNegotiation in business
942			_2ddc _cBK