How to Become a Better Negotiator

 How to Become a Better Negotiator

Authors: Richard A. Luecke, James G. Patterson
Pub Date: March 2008
Print Edition: $12.00
Print ISBN: 9780814400470
Page Count: 112
Format: Paper or Softback
Edition: Second Edition
e-Book ISBN: 9780814401873

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Table of Contents

CONTENTS

Preface vii

Chapter 1 Win-Lose or Win-Win 1

Chapter 2 Three Indispensable Concepts 8

Chapter 3 Communication Styles 15

Chapter 4 Listening as a Primary Negotiating Skill 24

Chapter 5 Managing Conflict 34

Chapter 6 The Importance of Assertiveness 46

Chapter 7 Prepare to Negotiate 57

Chapter 8 Doing the Deal 66

Chapter 9 Common Pitfalls 81

Selected Readings 93

Index 95

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