The Win-Win Negotiating Strategy: Winning the Negotiating Game
As a master negotiator for more than three decades, Herb Cohen is “the guy the pros go to.” Here with wit and wisdom, Herb reveals his conceptual canopy-a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of style (manner and means) over substance (terms and conditions), and using recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Herb covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria. Learn what is most important in the bargaining process and how to win-or compromise-with the most effective strategies ever conceived.
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The Win-Win Negotiating Strategy: Winning the Negotiating Game
As a master negotiator for more than three decades, Herb Cohen is “the guy the pros go to.” Here with wit and wisdom, Herb reveals his conceptual canopy-a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of style (manner and means) over substance (terms and conditions), and using recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Herb covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria. Learn what is most important in the bargaining process and how to win-or compromise-with the most effective strategies ever conceived.
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The Win-Win Negotiating Strategy: Winning the Negotiating Game
The Win-Win Negotiating Strategy: Winning the Negotiating Game
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Product Details
| BN ID: | 2940175282819 |
|---|---|
| Publisher: | Phoenix Books, Inc. |
| Publication date: | 01/01/2003 |
| Edition description: | Unabridged |
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