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Title Beyond dealmaking
five steps to negotiating profitable relationships
Author(s) Billings-Yun, Melanie
Local Call Num. 7098
ISBN 9780470471906
0-470-47190-5
Level Universitar
Pages xix, 279 p.
Publishing Info San Francisco Jossey-Bass c2010
Loan Type/Days REG-Regular / 4
Department S-Student
Media PBK-Paperback
Subjects Negotiation in business.
Deals.
Success in business.
Description Melanie Billings-Yun.
ill. ;
279p., 24 cm.
Includes bibliographical references and index.
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 -- Dont feed the bears -- Be pepared -- Five steps to success -- Goals--What you really want -- Routes--How to get there -- Arguments--makng your case -- Substitutes--backup plan -- Persuasion--Winning them over -- You can negotiate.
Resources L4U Book Cover