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BL
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| Record Number
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1004897
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| Doc. No
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b759267
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| Main Entry
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Cohen, Steven P.
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| Title & Author
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Negotiate your way to success : : 24 steps to building agreement /\ Steven P. Cohen.
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| Publication Statement
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New York :: McGraw-Hill,, ©2007.
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| Series Statement
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McGraw-Hill professional
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McGraw-Hill professional education
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| Page. NO
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1 online resource.
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| ISBN
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0071596747
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: 1281109754
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: 9780071596749
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: 9781281109750
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007149832X
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9780071498326
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| Notes
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Title from PDF title page (viewed Dec. 11, 2007).
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Understand negotiation -- Focus on interests -- Use the three C's -- Know whether to leave -- Inoculate yourself -- Get information -- Prepare for the process -- Know why to prepare -- Work with your team -- Map interests -- Ask and listen -- React strategically -- Plan for emotions -- Keep it productive -- Know how to start -- Work with differences -- Negotiate on value -- Show respect -- Think creatively -- Develop the agenda -- Bargain "if ... then ..." -- Build commitment -- Negotiate smart -- Build with seven pillars.
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| Abstract
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"With Negotiate Your Way to Success, you'll master 24 powerful strategies designed to help you conduct negotiations of any type. This easy-to-read guide delivers step-by-step instruction on identifying and working with each negotiator's "hot button" issues, to ensure the process and the result satisfy all parties. You'll advance your own position and accomplish organizational goals in an atmosphere of productivity- not confrontation."--Jacket.
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| Subject
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Negotiation in business.
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| Subject
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BUSINESS ECONOMICS-- Negotiating.
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| Subject
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Negotiation in business.
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| Dewey Classification
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658.4/052
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| LC Classification
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HD58.6.C627 2007eb
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