MARC record from Internet Archive

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001 ocm44469072
003 OCoLC
005 20200624041706.0
008 000620s2001 nyu 001 0 eng
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042 $apcc
050 00 $aHD58.6$b.C57 2001
082 00 $a658.4/052$221
100 1 $aCleary, Patrick J.
245 14 $aThe negotiation handbook /$cPatrick J. Cleary.
260 $aArmonk, N.Y. :$bM.E. Sharpe,$c2001.
300 $axiv, 179 pages ;$c22 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
520 $aAlthough "the primary focus of this book is on labor-management negotiations ... [it] is as much essential reading for the first-time home buyer or business students, as it is useful for a veteran union arbitrator or busy executive."--Cover.
505 00 $tThe Dynamics of Negotiation --$tPower --$tLeverage --$tEgo --$tSaving Face --$tBeing Right --$tDrain the Swamp --$tPreparing for the Negotiation --$tFacts --$tPrinciples --$tPriorities --$tThe Basics of Conflict Resolution --$tSet the Tone --$tFind Common Ground --$tRepeat Back/Empathize --$tDon't Let Your Counterpart Monopolize the Spotlight or the Microphone --$tThe Negotiation --$tIn a Continuing Relationship, Take the Long View of Negotiations and Be Ready to Leave Something on the Table --$tBe Aware of the Signals You Project, or "Actions Speak Louder Than Words" --$tBe Aware of What's Going on Away from the Table --$tProbe Your Counterpart's Priorities --$tUse "What-If's" --$tBe Aware of Layers of Interests at the Table --$tAsk, "Whose Interest Is This?" --$tA Special Rule Concerning Lawyers --$tClearly Define the Interest --$tCredibility Counts --$tDon't Get Caught Up in "Shape of the Table" Issues --$tPick Up the Points for Making Concessions --$tVerify "Awfulisms" --$tMake Realistic Proposals --$tBeware of "The Rock" --$tBrainstorm --$tRules --$tNegotiations Are As Much About the Process As About the Substance --$tBe Patient --$tEverything Is Negotiable --$tNothing Is Ever "Off the Table" --$t"Final" Doesn't Mean "Final," "No" Doesn't Mean No --$tThe Pressure on the Last Issue Is Great --$tBe Persistent --$t"Noise" Is Part of the Process --$tNegotiations Are 50 Percent Psychology and 50 Percent Sales --$tDon't Negotiate, Mediate --$tMomentum Is in Favor of an Agreement --$tYou Don't Have to Make a Bad Deal --$tMediators: Lessons and Observations.
650 0 $aNegotiation in business.
650 6 $aNégociations (Affaires)
650 7 $aNegotiation in business.$2fast$0(OCoLC)fst01035573
776 08 $iOnline version:$aCleary, Patrick J.$tNegotiation handbook.$dArmonk, N.Y. : M.E. Sharpe, 2001$w(OCoLC)647231718
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948 $hNO HOLDINGS IN P4A - 596 OTHER HOLDINGS