Main Title |
"In business as in life-- you don't get what you deserve you get what you negotiate" / |
Author |
Karrass, Chester Louis.
|
Publisher |
Stanford Street Press, |
Year Published |
1996 |
OCLC Number |
35855517 |
ISBN |
0965227499; 9780965227490 |
Subjects |
Negotiation in business ;
Commerce ;
Negotiating
|
Holdings |
Library |
Call Number |
Additional Info |
Location |
Last Modified |
Checkout Status |
ELBM |
HD58.6.K275 1996 |
|
AWBERC Library/Cincinnati,OH |
02/27/2023 |
|
Collation |
436 pages : illustrations ; 24 cm |
Notes |
Includes index. |
Contents Notes |
Whether negotiating a critical agreement, closing a deal, or advancing one's goals, almost every interaction involves some kind of negotiation, yet so few understand the process. Ch. 1. Learning to Negotiate from Other Cultures -- Ch. 2. Winning in Negotiation -- Ch. 3. The Super-Winners in Business Are Always Win-Win Negotiators -- Ch. 4. Bargaining Power: Making the Most of the Power You Have -- Ch. 5. New Insights: What Makes a Good Negotiator and a Successful Team -- Ch. 6. The Strategy of Long-Lasting Relationships and Partnerships -- Ch. 7. Setting Reachable Targets -- "Ready -- Fire -- Aim" -- Ch. 8. The Strategy of Taking on a Firm Price -- Ch. 9. The Strategy of Defending Your Selling Price -- Ch. 10. The Strategy of Planning and Preparation -- Part II Negotiating Tactics and Defenses -- Ch. 11. Powerful Demand and Offer Tactics -- Ch. 12. Time Pressure Tactics and Defenses -- Ch. 13. Authority and Lack of Authority Pressures -- Ch. 14. Gaining and Maintaining the Initiative -- Ch. 15. How Others May Try To Intimidate You and What to Do About It -- Ch. 16. Ten Borderline and Dirty Tricks to Watch Out For -- Ch. 17. The Art of Breaking a Deadlock -- Ch. 18. Closing Strategies and Tactics -- Ch. 19. Dr. Karrass' Prescription for Success. |
Place Published |
Los Angeles |
PUB Date Free Form |
©1996 |
BIB Level |
m |
Medium |
unmediated |
Content |
text |
Carrier |
volume |
Cataloging Source |
OCLC/T |
Merged OCLC records |
45408186 |
OCLC Time Stamp |
20230224213018 |
Language |
eng |
Origin |
OCLC |
Type |
CAT |
OCLC Rec Leader |
02826cam 2200469 a 45010 |