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Leverage: how to get it and how to keep it in any negotiation
Leverage: how to get it and how to keep it in any negotiation
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Author
Volkema, Roger J
Publisher
AMACOM
Publication Date
c2006
Language
English
eBook
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Contributors
ProQuest (Firm)
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Table of Contents
From the eBook
Introduction
Negotiation and leverage
Four characteristics of leverage
The four states of leverage
The sources of leverage
Indicators of leverage
Checking your progress : identifying leverage
Managing leverage
Increasing your leverage
Decreasing the other party's leverage
Checking your progress : altering leverage
The dance of leverage
Reality test
Playing defense
The climate of negotiation
Selecting an approach
The art of communication
Another reality challenge
Leverage, uncertainty, and risk
Leverage and ethics
Managing emotions
Negotiating in cyberspace
Multiparty negotiations
International negotiations
Surrendering leverage
Final thoughts.
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Subjects
Subjects
Electronic books
Negotiation in business
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