|
" Leverage : "
Roger Volkema
| Document Type
|
:
|
BL
|
| Record Number
|
:
|
701063
|
| Doc. No
|
:
|
b523252
|
| Main Entry
|
:
|
Volkema, Roger J
|
| Title & Author
|
:
|
Leverage : : how to get it and how to keep it in any negotiation /\ Roger Volkema
|
| Publication Statement
|
:
|
New York :: AMACOM,, [2006]
|
|
|
:
|
, ©2006
|
| Page. NO
|
:
|
x, 214 pages :: illustrations ;; 23 cm
|
| ISBN
|
:
|
0814473261
|
|
|
:
|
: 9780814473269
|
| Bibliographies/Indexes
|
:
|
Includes bibliographical references (page 197) and index
|
| Contents
|
:
|
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
|
| Subject
|
:
|
Negotiation in business
|
| Dewey Classification
|
:
|
658.4/052
|
| LC Classification
|
:
|
HD58.6.V648 2006
|
| |