Breakthrough Business Negotiation: A Toolbox for ManagersISBN: 978-0-470-63140-9
Paperback
316 pages
April 2002, Jossey-Bass
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
Other Available Formats: Hardcover
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PREFACE.
INTRODUCTION.
PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
CHAPTER 1. DIAGNOSING THE SITUATION.
CHAPTER 2. SHAPING THE STRUCTURE.
CHAPTER 3. MANAGING THE PROCESS.
CHAPTER 4. ASSESSING THE RESULTS.
PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
CHAPTER 5. OVERCOMING POWER IMBALANCES .
CHAPTER 6. BUILDING COALITIONS.
CHAPTER 7. MANAGING CONFLICT.
CHAPTER 8. LEADING NEGOTIATIONS.
CHAPTER 9. NEGOTIATING CRISES.
CONCLUSION.
SUGGESTED READINGS.
ENDNOTES.
CONCEPTUAL GLOSSARY.
INDEX.
INTRODUCTION.
PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
CHAPTER 1. DIAGNOSING THE SITUATION.
CHAPTER 2. SHAPING THE STRUCTURE.
CHAPTER 3. MANAGING THE PROCESS.
CHAPTER 4. ASSESSING THE RESULTS.
PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
CHAPTER 5. OVERCOMING POWER IMBALANCES .
CHAPTER 6. BUILDING COALITIONS.
CHAPTER 7. MANAGING CONFLICT.
CHAPTER 8. LEADING NEGOTIATIONS.
CHAPTER 9. NEGOTIATING CRISES.
CONCLUSION.
SUGGESTED READINGS.
ENDNOTES.
CONCEPTUAL GLOSSARY.
INDEX.
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