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Creative negotiating : proven techniques for getting what you want from any negotiation / Stephen Kozicki.

Kozicki, Stephen. (Author). Adams Media Corporation. (Added Author).

Item details

  • ISBN: 1558507973
  • ISBN: 9781558507975
  • Physical Description: xviii, 216 p. : ill ; 22 cm.
  • Publisher: Holbrook, Mass. : Adams Media, c1998.

Contents / Notes

General Note:
At head of title: Adams.
Bibliography, etc.:
Includes bibliographical references (p. 207-208) and index.
Contents:
The Columbus technique -- Are you a motivated negotiator? -- The negotiation model -- The investigative phase -- The presentation phase -- The bargaining phase -- The agreement phase -- Team negotiations -- The creative negotiator.
Subject: Negotiation.
Persuasion (Psychology)
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