Leverage : how to get it and how to keep it in any negotiation / / Roger Volkema.
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Year of Publication: | 2006 |
Language: | English |
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Physical Description: | x, 214 p. :; ill. |
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5003001809 |
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(MiAaPQ)5003001809 (Au-PeEL)EBL3001809 (CaPaEBR)ebr10120164 (CaONFJC)MIL112824 (OCoLC)70261721 |
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Volkema, Roger J. Leverage [electronic resource] : how to get it and how to keep it in any negotiation / Roger Volkema. New York : AMACOM, c2006. x, 214 p. : ill. Includes bibliographical references (p. 197) and index. 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. Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries. Negotiation in business. Electronic books. ProQuest (Firm) https://ebookcentral.proquest.com/lib/oeawat/detail.action?docID=3001809 Click to View |
language |
English |
format |
Electronic eBook |
author |
Volkema, Roger J. |
spellingShingle |
Volkema, Roger J. Leverage how to get it and how to keep it in any negotiation / 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. |
author_facet |
Volkema, Roger J. ProQuest (Firm) ProQuest (Firm) |
author_variant |
r j v rj rjv |
author2 |
ProQuest (Firm) |
author2_role |
TeilnehmendeR |
author_corporate |
ProQuest (Firm) |
author_sort |
Volkema, Roger J. |
title |
Leverage how to get it and how to keep it in any negotiation / |
title_sub |
how to get it and how to keep it in any negotiation / |
title_full |
Leverage [electronic resource] : how to get it and how to keep it in any negotiation / Roger Volkema. |
title_fullStr |
Leverage [electronic resource] : how to get it and how to keep it in any negotiation / Roger Volkema. |
title_full_unstemmed |
Leverage [electronic resource] : how to get it and how to keep it in any negotiation / Roger Volkema. |
title_auth |
Leverage how to get it and how to keep it in any negotiation / |
title_new |
Leverage |
title_sort |
leverage how to get it and how to keep it in any negotiation / |
publisher |
AMACOM, |
publishDate |
2006 |
physical |
x, 214 p. : ill. |
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. |
callnumber-first |
H - Social Science |
callnumber-subject |
HD - Industries, Land Use, Labor |
callnumber-label |
HD58 |
callnumber-sort |
HD 258.6 V648 42006 |
genre |
Electronic books. |
genre_facet |
Electronic books. |
url |
https://ebookcentral.proquest.com/lib/oeawat/detail.action?docID=3001809 |
illustrated |
Illustrated |
dewey-hundreds |
600 - Technology |
dewey-tens |
650 - Management & public relations |
dewey-ones |
658 - General management |
dewey-full |
658.4/052 |
dewey-sort |
3658.4 252 |
dewey-raw |
658.4/052 |
dewey-search |
658.4/052 |
oclc_num |
70261721 |
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(MiAaPQ)5003001809 (Au-PeEL)EBL3001809 (CaPaEBR)ebr10120164 (CaONFJC)MIL112824 (OCoLC)70261721 |
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Leverage how to get it and how to keep it in any negotiation / |
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