000			01732cam a22003015i 4500
999			_c8445 _d8445
001			20021528
003			Rw-NyILPD
005			20180310200845.0
008			170921s2014 miua e 000 0 eng
010			_a 2017446001
020			_a0990367193 _q(pbk.)
020			_a9780990367192 _q(pbk.)
040			_aDLC _cDLC
042			_apcc
100	1		_aSiedel, George J., _eauthor.
245	1	0	_aNegotiating for success : _bessential strategies and skills / _cGeorge Siedel, University of Michigan.
264		1	_a[Ann Arbor] : _bVan Rye Publishing, _c[2014]
264		4	_c©2014
300			_axiv, 146 pages : _billustrations ; _c22 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes Internet addresses.
505	0		_aI. Prepare to negotiate : Decide whether to negotiate ; Determine the type of negotiation ; Conduct a negotiation analysis ; Decide how to answer ethical questions -- II. Use key strategies and tactics during negotiations : Develop your relationships and power ; Understand the role of agents in negotiation ; Use psychological tools, and avoid psychological traps -- III. Close your negotiation with a binding contract : Use contract law to complete your negotiation ; Move beyond legalities to create value -- IV. Complete your end game : Perform and evaluate your agreement -- Appendices: Planning checklist and assessment tool : Negotiation planning checklist ; Example of a completed negotiation planning checklist ; Assess your negotiating style.
650		0	_aNegotiation.
650		0	_aNegotiation in business.
906			_a0 _bibc _corigres _d2 _encip _f20 _gy-gencatlg
942			_2ddc _cBK