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" Beyond dealmaking : "
Melanie Billings-Yun.
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BL
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| Record Number
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1030052
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| Doc. No
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b784422
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| Main Entry
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Billings-Yun, Melanie.
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| Title & Author
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Beyond dealmaking : : five steps to negotiating profitable relationships /\ Melanie Billings-Yun.
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| Edition Statement
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1st ed.
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| Publication Statement
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San Francisco :: Jossey-Bass,, ©2010.
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| Page. NO
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1 online resource (xix, 279 pages) :: illustrations
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| ISBN
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047056427X
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: 0470564296
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: 1282456342
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: 6612456345
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: 9780470564271
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: 9780470564295
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: 9781282456341
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: 9786612456343
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0470471905
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9780470471906
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Why relationships matter -- Goal is not a good deal, but a good outcome -- Even monkeys demand fairness -- Power of us -- Mind of the negotiator -- Four pillars of relationship negotiation -- Don't feed the bears -- Be prepared -- Five steps to success -- Goals--What you really want -- Routes--How to get there -- Arguments--making your case -- Substitutes--The backup plan -- Persuasion--Winning them over -- You can negotiate!
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| Abstract
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"Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions persons, resolving your differences, and coming up with solutions persons, resolving your differences, and coming up with solutions"--Preface.
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Deals.
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Negotiation in business.
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Success in business.
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BUSINESS ECONOMICS-- Negotiating.
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Deals.
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Negotiation in business.
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Success 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.B53 2010eb
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