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9780761911845 Academic Inspection Copy

Negotiating and Influencing Skills

The Art of Creating and Claiming Value
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Negotiating and Influencing Skills is design ed to help the reader acquire, develop and improve the skill s required to be an effective negotiator. Every aspect of ne gotiation is covered, and case studies are used to illustrat e key points. '
Introduction Creating and Claiming Value Assessing Your Current Negotiating Style Principles and Techniques to Create and Claim Value Dealing with Difficult People and Difficult Situations Developing Higher-Order Skills The Power of Commitment Conclusion
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